Remove Coaching Remove Prospecting Remove Selling Skills
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The Science of Basic Selling Skills

Bernadette McClelland

5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. We know what we need to do, how and why we have to do things, and if your people don’t know any of those three areas, then they are taught, coached, mentored or shadowed until they do. 6. Know your competition.

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Winter 2024 Updates: ZoomInfo Delivers Advanced AI-Powered Signals that Remove Guesswork from Prospecting

Zoominfo

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

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The Bob Chronicles - The Difference Between Selling Skills and Effectiveness

Understanding the Sales Force

Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know. If you drove more than two hours today or slept in a hotel bed last night I'm certain you'll need to crack your back and neck.

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Which Hurts Salespeople More: A Lack of Confidence or Poor Selling Skills?

The Sales Hunter

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. When this is your mental state, regardless of your selling skills, you will never be effective. Sales is merely a mind game.

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Why SaaS Leaders Need to Start Coaching Selling Skills

Steven Rosen

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. In this high-pressure environment, allocating time for regular skill coaching can seem less immediately rewarding than deal coaching.

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Do Prospects Lie to Your Salespeople Like the Airlines Do?

Understanding the Sales Force

Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. The skills might be there but if the weakness gets in the way, they won't use or execute what they know.

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Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

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