Sales Methodology

The different sales methodologies out there and how they compare

Trial Closes – When and How to Use Them to Close More Deals

Every time we ask our audience what the most crucial aspect of sales is, they typically echo, “Always be closing!” Now, while this isn’t a bad sentiment to remember, it isn’t exactly ideal, especially if you’re prone to being timid when asking for the sale. The good news is there is a better way to ensure you …

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Separating Suspects And Prospects

Separating Suspects And Prospects: Improve The Leads In Your Funnel

An important part of sales success is keeping your leads organised. Not only is it central to managing your sales pipeline and activities as a whole, but it’s also fundamental to understanding your customers. However, we know that it isn’t always that easy to differentiate between a suspect and a prospect. Especially when at face …

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8 Ways To Align Sales & Customer Service

Businesses often make the critical mistake of prioritising sales over nurturing loyal relationships with customers. However, this isn’t a realistic or even long-term strategy in today’s increasingly competitive world. If you want to ensure growth or even accelerate it – you need to be focusing on how you’re going to align sales & customer service. …

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What Is Insight Selling?

What Is Insight Selling? Using Data To Coach Buyers & Close More Deals

There are so many sales methodologies available to salespeople today—however, none focus on the fact that buyers buy from sellers who are a source of ideas. So now everyone’s talking about one sales approach in particular – Insight Selling. Keep reading to find out what Insight Selling is, the different types, our best practices and …

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A Guide To Sales Enablement Strategies

Sales enablement can be a highly effective strategy for increasing the productivity and effectiveness of your sales team, by equipping them with the tools and resources they need to close more deals.  It’s been reported that organisations that adopt a sales enablement strategy report a 15% increase in win rates for forecasted deals (according to Brainshark). However, you’re probably …

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Sales Methodologies: A Comparison of 16 Essential Approaches

What are Sales Methodologies? Sales Methodologies are simply a framework, tactic, or strategy you use to guide yourself and your Sales Team to accomplish sales results. Above all, here at SOCO Sales Training, we truly believe there is not 1 best sales methodology; instead, the approach should vary depending on the team, market, and product …

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challenger sale methodology

Decoding The Challenger Sale – Effective or Hype?

The Challenger Sale book was first published less than a decade ago, quickly becoming the hot topic of discussion across the industry due to its position as ‘Anti Solution Selling’ – a sales methodology adopted by organizations worldwide. In short, authors Mathew Dixon and Brent Adamson argue that relationship-building is no longer the best sales …

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hunter vs farmer sales reps

Critical Distinctions Within The Hunters and Farmers Model

The Hunters and Farmers Model helps guide sales leaders in developing each representative’s inherent strengths to gain the team’s shared ideal outcome. For instance, most organization’s structure requires a group of Hunters. The Hunters’ responsibility is to find leads. Conversely, a team of Farmer’s responsibility is to nurture existing clients, compel prospects, and inspire long-term …

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