Understand the two roles in the context of the overall sales process. How they enable sales acceleration and performance.
BDR vs. SR: Understanding the Sales Roles and Division of Labor Read Post »
Step 5 of the sales process. In the world of sales, objections are a common occurrence. How do you handle and overcome them? What are the key ones to know?
Handling Objections: A Guide to Overcoming Customer Concerns Read Post »
The fourth step in the 7-step sales process. Also called a sales demo. How do you make an impactful sales presentation and demo?
Making Presentation: Tips for a Compelling and Engaging Delivery Read Post »
The third step in the sales process. Also called discovery or needs assessment. How to do it effectively.
Qualifying Prospect: The Key to Sales Success Read Post »
The second step in the 7-step sales process. Easier said than done. The salesperson must possess many skills beyond cold-calling.
Setting Appointment: Strategies and Tips for Successful Sales Calls Read Post »
The first step in the 7-step sales process. What is it? How does a salesperson go about it?
Prospecting for Leads: Finding Your Next Customers Read Post »
How to achieve sales targets consistently. A sales process is a framework or roadmap that outlines the steps a salesperson takes to turn a prospect into a customer.
Sales Process or Cycle: The 7 Steps to Sales Success Read Post »
Salespersons must sort and organize their leads at all times in order to ensure those are progressing systematically towards opportunities and at the fastest pace possible.
Cold, Warm, and Hot Leads: Navigating the Lead Journey Read Post »
If salespersons are not clear on the difference(s) and sales teams do not agree on the same, then sales are ad hoc, pipelines questionable, and sales forecasts erroneous.
Leads vs. Opportunities: Defining the Sales Journey Read Post »
Confusion reigns supreme. Are these the same or different sales concepts?
Prospects vs. Leads: Decoding the Sales Funnel Read Post »
Salespersons ought to know the difference between suspects and prospects in order to ensure their pipeline is of high quality.
Suspects vs. Prospects: Building a Quality Sales Pipeline Read Post »
