Sales is a skill that needs to be practiced, learnt and developed to be successful. In our sales skills articles, you can find the essential strategies all sales professionals, business development representatives and agents need to implement.
Chances are you’re here because you’re worried about your (team’s) sales performance. If you’re the former, you’ve probably heard of the dreaded sales performance improvement plan as a bad omen. Yet, it doesn’t deserve this reputation. While it’s true that some sales PIPs often prelude termination in extreme cases, it’s not the purpose. Rather, it […]
Weekly Sales Performance Improvement Plan Template For Reps Read More »
In high-stakes B2B sales, the biggest risk isn’t losing a deal—it’s spending six months losing a deal you never had a chance to close. MEDDIC has historically been popular with B2B, tech & Saas sales organizations because it replaces gut feeling with objective data. By qualifying buyers against a rigorous set of criteria, teams can
Ultimate Guide to MEDDIC: Qualify and Manage Opportunities Read More »
You’re probably reading this post to learn how to sell. But it’s more beneficial for you to understand how and why customers buy. Understanding the consumer’s decision-making process is paramount to achieving success. The ability to anticipate and respond to the needs and preferences of potential buyers greatly influences your sales outcomes. This article will
Decoding The Consumers Decision-Making Process In Sales Read More »
In this exciting episode of the Selling in Asia Podcast, Tom sits down with Andy Culligan, chief marketing officer at Leadfeeder – The web app increases your sales intelligence by integrating sales and marketing data. Don’t miss out on this episode as they discuss the importance of marketing and sales working in tandem to improve prospecting,
How Sales And Marketing Increase Revenue Together with Andy Culligan Read More »
The sales industry is full of its own jargon and terms, so someone new to sales could easily get lost in a conversation about how we’ve got to shorten the sales cycle for high-ticket items by having the SDR qualify prospects better. I mean, do you even speak English? This is exactly why we created
Glossary of Sales Terms – The Ultimate Sales Encyclopedia Read More »
Many salespeople think that once a request for proposal (RFP) is out, it may be too late to win a competitive advantage. However, getting ahead of the competition when bidding for an RFP doesn’t have to be complicated – but it does require asking the right questions. Salespeople who put the time and effort into
The Secret To Getting Ahead When Responding To RFPs Read More »
An important part of sales success is keeping your leads organized. 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 it isn’t always easy to differentiate between a suspect and a prospect. Especially when, at face value, they
Separating Suspects And Prospects: Improve The Leads In Your Funnel Read More »
Tips To Look Your Best On A Video Call from Tom Abbott, CSP The little things will make you look so much more professional on your next video call. Here are our top tips to look great on video calls, whether a virtual meeting with a prospect, a team meeting, delivering virtual training, or doing
9 Tips To Look Your Best On A Video Call Read More »
When it comes to selling virtually, virtual sales meetings and remote sales presentations are all part of your modern sales process, so it’s essential to know how to structure and deliver each for maximum results. Read on to discover our top actionable tips to help you deliver memorable virtual sales presentations alongside how to structure
How to Run Effective Remote & Virtual Sales Presentations Read More »
You’ve heard of the elevator sales pitch – the universally stress-inducing scenario where you get in the elevator on the ground floor, someone asks what you do, and you only have 60 seconds to make a good impression before one of you gets out of the elevator. No one talks in elevators, but I’m sure you understand.
How To Craft An Effective Elevator Sales Pitch Read More »
