Tag Archives: qualifying question opt-in

I work with organisation all the time with decent size sales teams that don’t use a sales playbook. They have superstar sales reps who out perform the others, while some continue to struggle and no one really knows why some perform better than others. The new hires they add to the team are left to […]

Not all salespeople have the qualities it takes to become a top performer. There are certain traits which separate the top performers from the bottom. Here’s your cheat sheet to the qualities of a good versus bad salesperson. Also Read: How to Create a Sales Playbook For Your Team 5 Tips for Including Storytelling into […]

One of the easiest and cheapest ways to get more clients is to ask your existing ones for referrals. It’s easy, yet most people don’t do this one easy step which is just asking. Today I want you to think about who can you ask for a referral. If you ask 5 people today, I […]

Ask ten salespeople to define the term ‘inside sales’, and you’ll most likely get ten different answers. It is one of those terms whose definition tends to change slightly depending on who is using it. Although it’s next to impossible to pin down an exact definition which everyone can agree with, there are several broad […]

What’s in it for me? What’s your Value Proposition? That is what your lead wants to know. And if you are not able to convince someone else that your product or service offers better value than your competitors, then there is no point in wasting any more time trying to sell your solution: you will always hear no! […]

Inbound marketing may be today’s biggest trend, but despite what others people may tell you, cold calling is not obsolete. The truth is that when a sales team uses it correctly; it is still one of the most effective methods for creating new leads, establishing high-value sales opportunities for your business, and developing your network. It is part […]

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