[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)
If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"
9 B2B Sales Closing Techniques You Can Use Today
Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
[VIDEO] The Role of Story in Account-Based Marketing
Storytelling permeates our lives on multiple levels, but is often overlooked as a useful approach to account-based marketing. Great storytelling is essential and effective.
Account-Based Customer Success: The Refrain Remains the Same
What does it look like to implement Account-Based methods for Customer Success? While there are nuances, some traditional hurdles still apply.
Coaching Culture: Putting Down Roots
Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.
Why is Storytelling Important in Sales?
If you want to keep the sales cycle moving forward, you must earn that motivation, and storytelling is a powerful vehicle for doing so.
Your Customer Success Team: Useless Caboose or Recurring Revenue Engine?
Turning the corner from “account management” to “customer success” is a formidable challenge.
Heat Up Warm Leads With Education - Show Them Why You're Better
I enjoyed a series of great webinars hosted by InsideSales.com when they put on a groundbreaking virtual summit for the inside sales profession: one great content session after another. In...