sales methodology
Is asking for referrals on social media rude?
Far too many sales teams get social selling all wrong. Reps click buttons to invite people to connect, spam them with sales pitches, and even start asking for referrals. (Where’s the “hello”? Where’s the conversation?) Invite me to connect on LinkedIn without a personal message, and you’ll be one of the 150 invitations I have yet to answer.
How to help your sales team thrive in the midst of uncertainty
If there’s one thing the past two years has seen more than any other time in recently memory, it’s change. With new variants of Covid circulating and no clear end to the pandemic in sight, the reality is that we must all become very good at operating in uncertainty for the foreseeable future.
Improper Use of BANT Will Cause You to Kill Opportunities
I received an email asking me to check out an article on the Salesforce.com blog that featured an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.
Is “being present” the next big sales skill your team needs to develop?
When you think of skills your sales team needs, the words “being present” probably don’t pop to mind. But when I spoke with Colleen Stanley, author of Emotional Intelligence for Sales Success and president of the sales leadership development firm Sales Leadership, she listed “being present” as the key skill salespeople and their managers need in order to build trust with each other and with buyers.
Routine price objections: are you prepared?
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections that salespeople hear on a regular basis, and then prepare the most effective responses for diffusing those objections.
How to win more deals with stakeholder mapping
In my experience, the #1 problem for salespeople engaged in complex b2b sales is failing to understand how customers and prospects make decisions.
