3 Things To Do When a Prospect Asks About Your Competitor
It’s not uncommon for a prospect to ask you how you feel about a competitor. However, this can certainly be an uncomfortable situation if you have not thought about how to tactfully address the competition. The key to thwarting competitors when prospects ask is ‘preparation’. Know what you are going to say ahead of time […]
How to Build a Successful B2B Sales Culture
“Results-oriented.” “Competitive.” “Sales wolves.” Keywords like these are used by CEOs and sales managers to describe the vision they have of their sales team. In reality, catchwords like “results-oriented” only get you so far. What does a results-oriented sales team actually look like? And how does the B2B sales culture of your company encourage a […]
B2B Sales Presentation Tips
Sales presentations of the past typically followed a format that focused on the “features” of the product or service. This presentation model relied on describing the product. In today’s global online marketplace, this strategy is no longer effective. More than 65% of prospects today research your company, product, and competition online before your first scheduled sales presentation. Ultimately, the […]
5 Ways to Meet Company Goals Using B2B Sales Teams
Most B2B Sales Teams have become adept at setting specific, measurable, and attainable goals for their sales team. The problem then becomes, how do you get your salespeople to buy into these goals? Ultimately, if you want your sales team to care about and be motivated to achieve your corporate goals, you will need to […]
