In this episode of Accelerate Sam Mallikarjunan shares why the future is now in sales.
In this episode of Accelerate, Jill Konrath shares how to sell more in less time.
In this episode of Accelerate, Laurie Sudbrink shares the five steps of change that you can use to transform your selling.
In this episode of Accelerate, Bridget Gleason shares how to convert prospect ambiguity from a disturbance into a competitive advantage.
In this episode of Accelerate, Bridget Gleason shares how to recognize when you’ve fallen into a sunk cost trap and how to distinguish between a long sales cycle and a lost deal.
In this episode of Accelerate, Nicolas Vandenberghe shares best practices for the routing of sales opportunities and the importance of the hand-off process from SDR’s to Account Executives.
By Andy Paul
Are You Opening the Door to Your Competitors?
In many industries, sales people are familiar with a class of potential prospects called the ‘be-back.’ If you are in real estate, a ‘be-back’ could be the potential buyer who spends an hour looking at one of your open houses and promises to “be back” later with their spouse. But doesn’t. B2C salespeople in a consumer electronics store, who often have just one opportunity to close an order with a prospect, dread the ‘be-back’ who consumes 45 minutes of their time to review every facet of a product, and then walks away promising to “be back” after giving it some thought. But doesn’t. B2B salespeople have their own version of the ‘be-back’ in a customer that eagerly takes a first meeting and then, no matter how positive that meeting turns out, goes radio silent. Online marketers deal with the problem of abandoned transactions and ‘be-backs’ many many times every day.
Read on to learn how to deal with ‘be-backs’ by eliminating ‘get-backs.’
Your Enemy is Time. Not Your Prospects. What is the one valuable commodity that is in short supply for both your prospect and you, the seller? It is time. If you’ve read my article on The Economics of Attention you know that your prospects are making economic decisions on how to efficiently allocate their limited time, and attention, among the …
Should your salespeople be generalists or specialists? I have read a number of articles recently in which the authors have asserted that, as a sales leader, you will fail if you hire sales candidates with too much industry experience and too much product knowledge. The general contention appears to be that any candidate for a sales position with …
Using Change to Your Competitive Advantage You probably don’t consider the impact of physics on your sales efforts. But you should. You should evaluate your prospects’ buying processes in terms of Heisenberg’s famous principle of uncertainty. Werner Heisenberg, winner of the Nobel Prize for Physics in 1932, is most well known for his Uncertainty Principle in which he demonstrated that …
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