Account management Objection handling Prospecting Sell 
Partners in Excellence
NOVEMBER 27, 2018
Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). But there are limitations to this.
Hubspot
APRIL 2, 2018
I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".
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Gong.io
JULY 11, 2022
Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.
Partners in Excellence
NOVEMBER 26, 2018
I can count, on one hand, the number of training initiatives I’ve seen that focus on critical thinking, curiosity, collaboration, project management, problem solving, financial acumen/value creation. Don’t get me wrong, some of these things may be helpful. They may even be sustainable.
Sales Hacker
JANUARY 11, 2018
What You Get When Sales Is Managed Like A Project. These activities commonly include: Prospecting. Demos, objection handling, closing. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. 2) Accountability. Lead generation. Lead qualification.
Partners in Excellence
SEPTEMBER 12, 2016
He needs to grow the sales team, hiring BDRs, Account Managers and others. The reason the CEO was so effective in selling was he came from an experience base that was similar to that of the customers. He didn’t know anything about selling. He asked, “How do I find the best sales people?”
Partners in Excellence
OCTOBER 17, 2016
She was trying to get out of the call, suggesting a follow up call from an account manager or a demo—I have to give her credit, she went for the demo. She didn’t have the experience base to engage the target prospects in the way these prospects would have wanted to be engaged. You get the point.
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