by Phil Sayers | Oct 23, 2020 | News
When we’re talking to potential customers, we bring value to our prospects and clients through the questions we ask — but only if they’re good questions. In the early stages of the discussion, we really need to encourage the prospect to open up and tell us about...
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 | Oct 9, 2020 | News
To build a strong sales organisation, it’s imperative to find people who can hit target, handle rejection, and be persistent without turning aggressive. Sales isn’t an easy job to hire for, and the wrong person can keep your company from meeting important...
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 | Sep 9, 2020 | News
When a sales opportunity stalls, it’s tempting for us to think the worst. We’ve all been guilty of it at one time or another. You might try repeating your close technique, offer an expiring discount, or roll several requests into one conversation. These...
