On this Q&A episode: "What do you do if your competitor's product is better for the client?"
On this Q&A episode: "What do you do when your competitor flat out lies? I'm not talking about a rogue salesperson making up fibs. I mean when their company market materials contain figures that are significantly inflated or entirely fabricated?"
Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies you can use to increase your chances of closing the deal.
Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, presentation templates, responses to common objections, and lists of questions to ask buyers. Scripts can be a great learning tool for your team to improve their selling skills, but you should use them with caution.
Ask any sales leader if their team is doing enough prospecting, and they’ll invariably say “No.” Ask sales reps if they should be doing more prospecting, and they’ll grudgingly agree that more prospecting would be better. The benefits of sales prospecting are apparent; more prospecting equals more sales opportunities. So why aren’t sales teams doing enough prospecting?