The Ghosts of Managers Past
The Center for Sales Strategy
MARCH 11, 2019
Your new hire has had great success in the past, but they don’t seem able to hit the ground running. You may be dealing with the ghosts of managers past. What happened?!
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7 Reasons Why Clients Ghost You (and What to Do About It)
Account Manager Tips
OCTOBER 21, 2021
7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. So if you're struggling to connect with your clients, let's take a closer look at what's going on, why you get ghosted and what to do about it. Ghosting (noun). ghost·ing | ?g?-sti?
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The 8-Slide Framework Using Insight Selling for a Better Pitch
Hubspot Sales
MARCH 29, 2018
Insight selling is the ghost of sales present, and it’s never been more important for salespeople to position themselves as valuable resources with a unique point of view. The Three “Ghosts” of Sales. The ghost of sales past: alligator selling. The ghost of sales present: solution selling. His thoughts?
Virtual selling: what success in virtual sales looks like
Zendesk
SEPTEMBER 20, 2021
And just 20 percent of B2B buyers said they wanted to go back to in-person presentations of the past. Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. This would seem to be the evolution of the classic “road warrior” salesperson. Preparing for virtual sales meetings.
Your Current Sales Force Structure Costs You Sales Every Day
SBI Growth
SEPTEMBER 7, 2012
This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. They were in diverse industries, from data management to managed services. (To 18 days ago, I wrote another article on Inside Sales. Why am I burning up valuable time talking about it again? Not anymore.
The 7 Most Common Objections During Prospecting and How to Overcome Them
Hubspot Sales
MARCH 20, 2018
Types of Objections. The Brush-Off. Competition. Procrastination. Getting in the Weeds. The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.
How to Give Prospects a Delightful B2B Sales Experience
Hubspot Sales
JUNE 8, 2020
You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. It's never been more difficult to be a B2B sales rep. The positive experiences you create for your customers adds to the longevity and success of every business. "The
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