having-sales-conversations 
Partners in Excellence
SEPTEMBER 28, 2022
It doesn’t matter who starts the conversation. Most of the time, however, the person responds, and those are the start of interesting conversations. Nothing may come of the conversation, it may be a few moments getting to know someone a little, having them get to know you, sharing a laugh or an observation.
Membrain
MARCH 8, 2023
Ever since reading Jobs to Be Done: Theory to Practice by Anthony Ulwick, we’ve been applying many of its principles internally at Membrain.
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The Advantexe Advisor
NOVEMBER 5, 2021
I’ve been working with the same group of Sales Professionals every time this year for the past 4 years with a focus on building a complete suite of skills including how to leverage business acumen skills into the selling process to present a value proposition from the business perspective.
Partners in Excellence
APRIL 14, 2017
However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. People were constantly talking about how sales people should “message” more effectively. Perhaps, I’m guilty of wordsmithing, but sales people don’t message. Pick Up The Damn Phone!
Advertiser: ZoomInfo
Often, sales reps who fail to hit the phones hard are left wondering how they missed their quota. While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal. SDRs have a 46% higher likelihood of connecting to someone at the director level with the help of direct dials.
Understanding the Sales Force
JUNE 2, 2014
Understanding the Sales Force by Dave Kurlan HR Directors love our sales candidate assessments because when they finally learn to select the right salespeople their job becomes easier and they become heroes! Promises of great success would lead you to believe that this is not a difficult sale but it doesn''t always go that smoothly.
Engage Selling
FEBRUARY 28, 2017
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, … Read More »
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
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Your buyers’ lives, preferences, and expectations have changed. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver. But how do you prepare your sales teams to do that?
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