article thumbnail

Welcome back – How Was Your Summer?

The Pipeline

To get to that, again leverage your knowledge based on past deals, wins, losses and draws , and base your discovery questions and topics on that. You also need to prioritize, look at your pipeline and ask yourself two questions: Do I have enough prospects to help you close the year the way I need to? Tibor Shanto.

Harvest 257
article thumbnail

7 Habits Of Highly Successful Business Development Managers

MTD Sales Training

They are always looking at how they can find out more about their competitors or their prospects. This generates a passion for learning and building knowledge. Increase Your Research Base. There are few things better suited to improve your value to your customers than becoming a knowledge-base and expert for their business.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

5 Keys for Motivating Your Top Salespeople

Sales and Marketing Management

Whatever it is, it should challenge what they know and expand their skill set and/or knowledge base. Examples of skills and attitudes in your success profile could include: Prospects consistently, strong work ethic. Involve them in the hiring process. Excellent at coordinating sales activities of each member of the account team.

article thumbnail

The Simple Test That Reveals Whether Prospects Will Actually Buy

Hubspot Sales

They’re the reps who can pinpoint the prospects who will buy vs. the ones who won’t, and spend their time accordingly. One of my favorite strategies to separate real buyers from casual ones is assign homework to my prospects. Here’s how to use this tactic to qualify your prospects. Best, Prospect. I was devastated.

article thumbnail

How to Give Prospects a Delightful B2B Sales Experience

Hubspot Sales

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

B2B 105
article thumbnail

10 Activities to Perform Right in Your CRM

Hubspot Sales

CRMs allow customer-facing employees and teams to manage relationships and interactions with all prospects and customers with ease. set an automatic task to remind reps to follow-up with a prospect when a deal is likely to close). Communicate directly with prospects and customers. Create a knowledge base.

CRM 136
article thumbnail

Consultative Selling: 5 Strategies You Need in 2018

Hubspot Sales

Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. Build Knowledge-Based Trust. 2) Build Knowledge-Based Trust. What is consultative selling? Consultative selling tips. Balance Questions With Insights.