Buying Cycle Prospecting Training 
The Sales Hunter
JULY 23, 2019
To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Work consistently to improve their process and more quickly engaging the prospect. Use the telephone heavily.
SBI Growth
AUGUST 12, 2012
At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. So how do you create the right training environment ? Let’s start with a simple test.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Score More Sales
JANUARY 31, 2012
You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. Through a very strategic conversation with your prospect, both they and you are in agreement, and things get moving forward. Sales Tips and Strategies to Grow Revenues.
The Pipeline
SEPTEMBER 3, 2019
While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. Most are focused on and working on getting that primary directive right.
The Pipeline
MARCH 7, 2019
Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch.
Understanding the Sales Force
APRIL 17, 2013
It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach.
Customer Centric Selling
NOVEMBER 5, 2014
Sales Tips: How to Begin Buying Cycles with Pain vs. Goals. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In the first 20 seconds or so of a prospecting call you will be more likely to gain mind share leading with problems (the inverse of goals).
Expert insights. Personalized for you.
242 
Let's personalize your content