by Phil Sayers | Oct 16, 2020 | News
The best salespeople have always been knowledgeable, empathic, and helpful. They seek to uncover and capitalise on any edge they can find to help them win more deals. That’s just part of the job. Sadly, the “edge” that most sales technology promised...
by Phil Sayers | Sep 25, 2020 | News
What is a sales opportunity, and when do you know it’s not a lead anymore? There is no single, universal definition. However, some common misconceptions deserve to be clarified because the concept of an opportunity impacts your sales process, your ability to...
by Phil Sayers | May 29, 2020 | News
Conventional wisdom suggests that extroverts; commonly thought of as outgoing and sociable, make better salespeople than introverts, who have been popularly represented as awkward in social situations. The conventional wisdom is wrong. First, it’s very rare that...
by Phil Sayers | May 15, 2020 | News
In part one of this post, we suggested 10 potential responses to use when a prospect says that now isn’t a good time to buy. Here are the next 10 options to consider using. 11. How are you performing against your end-of-year goals [as they relate to your product]?...
by Phil Sayers | May 1, 2020 | News
There’s nothing more frustrating than getting your prospect’s commitment to buy, before realising they’re not the decision maker. It’s going to take much longer to get the deal done than you’d anticipated (that is, if you close at all). Unfortunately, this is a common...
