Understanding the Sales Force
MAY 30, 2013
Magazine''s online site. In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close.
SBI
FEBRUARY 21, 2019
SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Each quarter we summarized their answers in this easy to read magazine. game changer. Definition of game changer. :a Lauren Mead, CMO of TimeTrade.
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Sales and Marketing Management
JANUARY 4, 2019
He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.
Understanding the Sales Force
APRIL 8, 2013
Magazine ran an article on its website that I just can''t ignore. They are the ones that appear to be smartasses because they are making the claims and recommendations without benefit of having had a meaningful conversation with their prospects. Understanding the Sales Force by Dave Kurlan Inc. It''s making my blood boil.
The Sales Hunter
SEPTEMBER 6, 2016
Gerhard Gschwandtner, editor of Selling Power magazine, interviewed me recently regarding my new book, High-Profit Prospecting. Talking with Gerhard is more than an interview — it’s a quest into your inner self! Few people understand how the human mind works when it comes to sales as well as Gerhard does.
Understanding the Sales Force
SEPTEMBER 14, 2014
Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. Now that we have these tools at our disposal, how can we use them to take your prospecting to the next level?
No More Cold Calling
JULY 29, 2021
Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.
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