Who is your go-to for an extra set of eyes?
In today's content, we share the best practice of having someone else take a look at your sales process when things might not be closing as quickly as you'd like. Communications, phrasing, and other hiccups might be costing you time, if not deals! So who do you go to when you're looking for this kind of help? Your manager?…
Selling to Hesitant Customers
Posted a podcast today in the content feed on tips to move your opportunities forward, when customers are hesitant. What are you hearing from your customers? How are you dealing with additional scrutiny? Would love to hear what's working or what questions you have.…
How do you ensure that you aren’t skipping steps in the sales process?
This is a question asked in the article on Ascender titled "Improve Sales Qualification: Know When to Walk Away". How do you use the MEDDICC steps in your own operating rhythm? Does your company have MEDDICC embedded into the CRM? I know some reps have their own tools as they work to validate various qualification inputs…
Forgotten Step in Cold Calling
Thought I would start off a new topic here. We've all been through countless cold call trainings that start with "plan and prepare", but this video brings up a key step that most trainings don't address...Finding your swagger. https://youtu.be/r7dWsJ-mEyI
Confirmation Bias - Selling Friend or Foe?
Confirmation Bias is the psychological concept of perceiving you know something and any new information received seems to confirm what you believe you know is true... even if the new info is actually evidence of a different conclusion. My fist sales manager used to call it "Happy Ears"! A small example we all experience in…