No leads… mean No Sales – Prospecting should be an integral part of a sales persons day. This module will talk about the various aspects of prospecting, which is connecting the sales person with the potential buyers who are not aware of the products or services and educating them on how the sales person can…
Let us look at why we should understand the buyer’s needs When there is no issue, there is no solution. When there is no pain, there is no gain. Unless you take the effort to understand what the pain points are – why your buyers are looking to buy some product or service you are…
Buyers are getting more knowledgeable and are hence changing their buying behavior… So, salespeople have to change. Thanks to the Internet and VOIP, any salesperson can reach anyone across the globe and can sell. This means that more competitors now have access to your customers that was once upon a time, available only to you…
The most important activity in a Sales persons day is Prospecting which is … reaching out actively to buyers who are not aware of the selling organizations existence or the products or services and creating awareness. There will be no deals when there are no prospects. We should be prospecting every single day. The targeted…
Targeting the buyers in a B2B Sales is very important. Identifying the Buyers within an organization is very important. Companies don’t buy… People do… Reaching out to the right person is extremely important…In a very large organization, there will be so many buyers that it will be very difficult to identify the right person we…
As a Digital Marketing or a Sales leader , do you want to implement a process that will mature into a Consistent Sales Engine? As you are aware, Tweaks need to be done constantly at multiple stages of the sales cycle to make it more efficient. Tens of thousands of emails… Thousands of phone calls…
Now that you have acquired your First Few Customers who are paying and have understood the Industries(Segments) you have to focus on, the People(Targets) within these organizations you have to Target and the Benefits (Pitch) you would articulate for them. Time has come for you to articulate your success stories and go after new customers by hiring…
It takes a lot of time and effort to prospect and get them interested in your products or services. The temptation is not to let them go and pursue them till the end to close as many or all of those prospects. However, all prospects cannot be treated equally. Each one of your prospects are at…
For Managers running reasonably sized teams, there is so much of activity happening on a daily basis. There are priority areas such as Top Account Closures, Customer escalations, Proposals to be written, Attending to the sales reps and supporting them on their sales calls, Large Account Management, Managing team attrition to name a few. This…
My company is five years old; we have so many customers and interesting case studies. How am I going to convey this in a cold call within the magical 45 to 60 seconds? How am I going to impress the prospect to continue to talk to me? How am I going to nail the next…
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