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The Worst Sales Call of 2013

SBI Growth

We’d been hired by the client to implement true Social Prospecting. Social Prospecting gets sales reps net new sales appointments inside their dream prospects. Download the SBI Social Prospecting Implementation Comparison Guide here. Now when I prospect, I look at the connections of my connections.

Hiring 288
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How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. If that’s the case, there isn’t a comparison between yours and the competitor’s offering. MTD Sales Training | Sales Blog. Should you try to by-pass the issue?

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When will Sales catch up with Marketing?

SBI Growth

Understanding how the prospect thinks is part of the CMO’s DNA. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need. They ‘smooth’ the friction between a prospect and your company’s stone-age sales process. The evolution to needs-based solution selling helped.

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How Top Sales Reps Stay on Top

SBI Growth

They reach new prospects with social media. Video training modules are completed on a smartphone. Each is accompanied by a comparison of an obsolete rep and an evolving rep. Development: How can your training programs help top performers? Best practices are just a launch pad for more innovation. Learn, adopt and share.

Hiring 308
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To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

Online Training. They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? To Become A Master Salesperson, Master NON Selling Skills.

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How to Handle: “We’re happy with who we’re using…”

Mr. Inside Sales

Could I at least do a no cost/no obligation comparison quote for you?”. If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”.

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The CMO’s Guide to Driving Impact in Year 1

SBI Growth

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects.