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Sales / October 7, 2013 What You Missed Last Week in Sales: October 7, 2013
What You Missed Last Week in Sales: October 7, 2013

By Niti Shah

sales-newsDid you catch the latest and greatest sales-related content on the web from last week? There were posts about what prospects want, the 50-50 optimal conversation balance, pointed questions for sales leaders, overcoming your phobia of snakes, and why you shouldn't hit "reply all".

Enjoy!

Stop Giving Prospects What They Don't Want

Are you sure you're in tune with your prospect? Make sure you're keeping things simple, helpful, factual, and consultative. ... Read More

Sales / October 1, 2013 6 Tips for Implementing a Sales and Marketing Service Level Agreement
6 Tips for Implementing a Sales and Marketing Service Level Agreement

By Pete Caputa

Sales and marketing departments have historically been at loggerheads, tossing insults at one another like children fighting over a blanket fort. Sales usually complains that marketing doesn’t generate enough of the right leads. Marketing is usually frustrated that sales doesn’t call the leads they generate in a timely manner.

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Sales / September 26, 2013 How to Overcome Price Competition in Sales
How to Overcome Price Competition in Sales

By Jill Konrath

Dealing with prospects who only seem to be making final decisions on price can be frustrating. There are a million ways you want to answer their question, "Why should I buy your product instead of your competitor's?" but the only one they want to hear is "Our product will cost you less."

On top of this, you can be sure that your prospect has been researching your product online and thinks he or she knows everything and thinks that price is the only remaining differentiator. When you're in a sales call and this happens, don't be daunted -- here are some ways to overcome price competition.

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Sales / September 25, 2013 Identifying Sales Prospects: Gate-keepers, Influencers, and Decision Makers
Identifying Sales Prospects: Gate-keepers, Influencers, and Decision Makers

By Katharine Derum

The shift from outbound marketing to inbound marketing has forever changed the sales landscape: now, we are moving towards an inbound sales methodology. This means we have to know more about our prospects before we reach out to them, and chances are, we're going to need to get to know someone other than the decision maker very well.

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Sales / September 24, 2013 How to Break Up With a Prospect Halfway Through A Sales Call (And Still Be Friends)
How to Break Up With a Prospect Halfway Through A Sales Call (And Still Be Friends)

By Rebecca Goldring

Neil Sedaka was right - breakin' up is hard to do. But, unlike a boyfriend or girlfriend, breaking up with a prospect can actually be pleasant and doesn't have to involve a sad night alone with a pint of Ben & Jerry's.
 
On a personal level, you and your prospect might hit it off and spend your time discussing fantasy football or the college you
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Sales / September 24, 2013 Persuasion Tactics: “How” vs “Why” Selling
Persuasion Tactics: “How” vs “Why” Selling

By Matt Sunshine

Salespeople often get caught in a trap when trying to explain why their product or services are best. Here’s the classic scenario: the client or prospect asks a simple question of “why should I buy your product or service?”, and without missing a beat, the salesperson launches into a rehearsed speech that adds no real value for the prospect:

“The reason why you should by my product or service is because we are the leader in our industry” or maybe, "We are family owned and operated and have been in this market for over 25 years”.

What you are telling the prospect is essentially a fun fact – nothing that shows them how your product or service can help them reach their goals. The response to persuade with the easy facts is instinctual. But if you learn to employ How Selling and respond to “why” questions with “how-I-can-help-you” answers, you can create relevancy and generate actual interest from your prospects.

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Sales / September 19, 2013 Framing a Sales Call to Overcome Your Prospects' Objections
Framing a Sales Call to Overcome Your Prospects' Objections

By Jim Keenan

Why should I buy from you? Why should I buy your product? Why should I choose your solution?

While your prospects may not ask these questions aloud, you can bet their inside voice is bringing them up during your sales calls. The buyer’s inside voice is ever-present – it owns the decision to buy and as a salesperson, you need to know how to overcome these objections. The best way to do this is through framing.

Framing refers to properly positioning messages you are sending to your buyer in order to tell a story. It creates context, which in turn influences the way prospects think and buy.

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Sales / September 16, 2013 How to Utilize... That Awkward Pause During a Sales Call
How to Utilize... That Awkward Pause During a Sales Call

By Rebecca Goldring

On average, we inhale and exhale over 17,000 times per day. This process comes naturally, without any thought or attention. As salespeople, we don't care much about breathing - except when we're on the phone or meeting face-to-face with prospects and all of a sudden, we find ourselves suddenly devoid of words, just breathing, ...  that dreaded awkward pause. But, if utilized effectively, this lull in conversation can help us control the conversation, uncover pain points, and drive more value from your call.

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Sales / September 11, 2013 How Inbound Sales Will Help You Win More Deals (According to HubSpot's CEO, Brian Halligan)
How Inbound Sales Will Help You Win More Deals (According to HubSpot's CEO, Brian Halligan)

By Niti Shah

Let's face it: salespeople no longer have the upper hand.

Prospects can now look you up online and learn about your -- and your competitor's -- product, its features, its pricing, and quite a lot in between. In fact, according to Corporate Executive Board, prospects are already 60% through the sales cycle before a sales rep ever touches them. So what's a salesperson to do?

HubSpot CEO Brian Halligan, who has been a salesguy since the early 90s, has a word of advice: use inbound selling.

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Sales / September 10, 2013 How to Establish Commonality With Your Prospects (And Why It's Important)
How to Establish Commonality With Your Prospects (And Why It's Important)

By Ally Pelle

As salespeople, we all know the first and most important step in any sales process is establishing commonality. You can call it chit-chatting, shooting the breeze, small talk -- essentially, it is about getting to know your prospect as a person. Establishing commonality is something that is often overlooked, but, as more and more sales organizations turn to inside salespeople to build their customer base, it's never been more important.

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Sales / September 9, 2013 The Science of Buying Signals
The Science of Buying Signals

By Dan Zarrella

If you’ve heard me speak, you probably know that my favorite rap quote is “if it don’t make dollars, it don’t make sense.” This is the fundamental axiom of all good marketing. If you’re spending time or money marketing a product or service and you’re not accurately measuring the bottom line, you’re doing it wrong.

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Sales / September 5, 2013 4 Best Practices for Closing More Sales
4 Best Practices for Closing More Sales

By Matt Sunshine

If you’re in sales, you know it’s extremely important to close deals, right?  That’s kind of an easy question, but I ask only because it seems as though many sales people think their job is to have a lot of business in “pending.” When I ask sales people how things are going, what I typically hear is "I got a lot out there” in the sales pipeline. While I get why having "a lot out there" is important and feels good, it’s not the most important thing and it may not be a good indicator of the customers you will earn.  Closing the deal, earning customers and helping them to succeed is far more important.

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Sales / August 22, 2013 BANT Isn't Enough Anymore: A New Framework for Qualifying Prospects
BANT Isn't Enough Anymore: A New Framework for Qualifying Prospects

By Pete Caputa

A long time ago, IBM revolutionized sales with the introduction of BANT. The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline.

This used to work well. In a world where prospects didn't know and could not figure out solutions to their own problems via a simple Google search, their favorite blogs, or by posting a question on a social media site, they were reliant on salespeople.

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Sales / August 13, 2013 How to Be Persistent in Sales Without Annoying Your Prospects
How to Be Persistent in Sales Without Annoying Your Prospects

By Niti Shah

So you've done the preliminary research on a prospect and they look like they could be a company you could really help. Next step? Get them on the phone.

There will be times when you get a prospect on the phone and talking on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day.

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