Browsing the Sales category
How to plan a sales call
Before I get on to the topic of sales call planning I’d like to dismiss a common misconception right here and now; that call planning is a pastime reserved only for fledgling sales employees, or those with a poor track record in terms of conversion. Perhaps you’re of the opinion that your call-to-sale ratio speaks […]
The difference between a sales lead and a sales opportunity
In the world of sales you’ll often find yourself up against terminology, which, on the face of it, appears to be talking about the same thing in a vaguely different way. Phrases such as, ‘sales lead’ and, ‘sales opportunity’, for example, are obviously referring to the types of contact that you’ll come across on a […]
Understand your customers buying process
They’re a pretty integral part of your business, but how thoroughly do you understand what your customers are looking for, which features will best fulfill their needs, or the journey they’ll embark upon before choosing the product that best suits them? It’s absolutely vital that you know what’s going on in your customers’ heads at […]
How to Differentiate Yourself And Your Sales Offering
It’s a big, ol’ competitive world out there, you know, and when it comes to business it really pays to be different; to ensure that you stand out from the crowd and ahead of the competition. Now is the time to answer those age-old questions: “What is it that makes you different from X or […]
How To Overcome Sales Objections
Whether you work in sales, or handling such phone calls is only a small aspect of your job, there’s a good chance you’re more than a little used to hearing objections. “It’s okay I don’t need…”; “I’m sorry I’m not interested…”; “Could you call me back another day?” While such comments are frustrating, and often […]
