MPI
No salesperson likes to have a negative call or leave a prospect’s concern go unaddressed. There are a few key things they can do to prepare for sales objections and see greater success. What is an objection? An objection is anything that stops a prospect from engaging with a salesperson or making any commitment to…
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At one point or another, we have all heard those dreaded words: “We have a problem with our sales.” Unfortunately in sales, discovering a problem is more common than you might think. It seems that given today’s intense competition across industries and rapidly changing markets, sales teams are facing more challenges and spending less time…
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The theory behind first impressions is true, but salespeople also need to know how to make a lasting impression. When it comes to building a steady stream of leads, the relationships a salesperson cultivates and maintains are the driving force of their success. Some, however, fail to do so because they are solely looking for…
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Cold calling is not easy and can often be quite discouraging, but it’s a necessary task to keep your sales pipeline healthy by feeding it new opportunities, which leads to more sales. We have all been there, either through our own first-hand experience or witnessing a colleague pick up the phone, dial lead after lead,…
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How can a small business not only get off the ground, but differentiate themselves from the competition? Startup companies have a lot on their plate to get up-and-running. In addition to making sure the actual product or service has been perfected and is ready to launch, there are other business functions that need to be…
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We all know what generally makes-up a sales team and their vital role in the success of a business. But what is Outsourced Sales? Outsourced sales is when an organization delegates the parts of the sales cycle to a third-party provider with the experience, expertise, and infrastructure to optimize and scale the sales process. Why should a…
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Many business owners would argue that members of the sales team are the most critical hires for any B2B company’s success. First, there is a need to prospect, focusing on reaching and qualifying new leads through processes like cold calling. Then, those qualified leads need to be nurtured through the sales process. Both steps are…
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The sales cycle can be a lonely place; just ask a potential customer. If a prospect says, “The timing isn’t quite right, can you check back in 3 months?” most salespeople will set a reminder and call that prospect back in 3 months. The time between touchpoints is empty and devoid of any personal connection…
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Alright, so maybe “stellar” is a bit of an exaggeration, but your meetings can be better! We have all been in the position where we sit down in the morning, pull up the calendar and let out a sigh. Either there are too many meetings or maybe a few that are notoriously unproductive. Some meetings…
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New smartphones are released so often it is hard to keep up. Interestingly, one thing we rarely do with our phones is make phone calls. Email, text messaging, and social media have taken the place of the phone in our day-to-day relationships. However, from a sales standpoint, there is no tool more powerful than the…
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