Tag: digital-marketing
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Negotiate Hard – or Go Home
Negotiation in sales is often misrepresented as a confrontational process, whereas it should focus on collaboration to achieve mutually beneficial outcomes. Strong negotiation skills are vital, yet many struggle. Preparation, understanding buyer psychology, and applying effective strategies can enhance success, protect margins, and help negotiate wisely without giving away value.
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Breaking Down the Smokescreen for Objections in B2B Deals
The complexity of B2B sales is escalating due to factors such as an increase in stakeholders involved in decision-making and rising indecision among buyers. Sales representatives must adapt strategies to address these challenges, focusing on understanding all decision-makers, fostering cross-functional relationships, and applying the JOLT method to counter indecision and build buyer confidence.
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Stop waiting for the Glengarry Leads to arrive.
Mastering the art of Sales Prospecting, expert edition. There’s a scene in Glengarry Glenn Ross in which Alec Baldwin’s unnamed character holds out the new leads, the Glengarry leads. Tied together in a neat bow with a red ribbon. He teases the team, and tells them they can’t have them because they cannot close. The…
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Once Upon a Time in Sales
What has storytelling got to do with sales you say? Well, let me tell you a story of a young man who knew everything about what he was selling and couldn’t get anyone to engage. Have you heard this one before? I bet you have, you know the one, where the reps explains everything to…
The NOT so secret CRO 