Buying Committee: Mastering Stakeholder Engagement
Understand the roles within a buying committee, from champions to vetoers, and learn strategies to engage each member effectively.
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Target Account Selling: Maximizing Success with Key Accounts
Unlock extraordinary sales results with Target Account Selling. Patience, persistence, and ICP alignment are key.
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Closing Sales: 44 Techniques and the Steps for a Successful Close
Closing a sale is the final step in the sales process that can make or break the deal. In this guide, we will cover the various techniques and steps involved in closing sales.
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BDR vs. SR: Understanding the Sales Roles and Division of Labor
Understand the two roles in the context of the overall sales process. How they enable sales acceleration and performance.
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Handling Objections: A Guide to Overcoming Customer Concerns
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?
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Making Presentation: Tips for a Compelling and Engaging Delivery
The fourth step in the 7-step sales process. Also called a sales demo. How do you make an impactful sales presentation and demo?
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Qualifying Prospect: The Key to Sales Success
The third step in the sales process. Also called discovery or needs assessment. How to do it effectively.
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Setting Appointment: Strategies and Tips for Successful Sales Calls
The second step in the 7-step sales process. Easier said than done. The salesperson must possess many skills beyond cold-calling.
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Prospecting for Leads: Finding Your Next Customers
The first step in the 7-step sales process. What is it? How does a salesperson go about it?
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Sales Process or Cycle: The 7 Steps to Sales Success
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.
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Cold, Warm, and Hot Leads: Navigating the Lead Journey
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.
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Leads vs. Opportunities: Defining the Sales Journey
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.
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