On Accelerate! Now: Episode 54 Front Line Friday with Bridget Gleason. Five Common Reasons Buyers Say No And How To Get To Yes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the subject of trust; why it’s essential to take the steps to quickly build trust …

Are You Qualifying The Right Prospects?

When you’re qualifying new prospects, what’s the standard you use to determine if they’re an ideal fit for the product or service you’re selling? Is the prospect looking to buy a product or service that is generally like yours? Or, do they need exactly the value that your product or service can provide? Does the prospect fit your ideal customer …

Bi-lateral Prospect Qualification: Buyers Are Not Qualified Until You Are

Who’s qualifying who? Prospect qualification is a two-way street. It’s not all about you and qualifying your prospect. The prospect will also qualify you. This bilateral qualification is a key milestone in your sales process because you don’t have a truly qualified prospect until they have qualified you, too. Qualification doesn’t just mean that the customer is a great fit …