by Mike Bybee | Jan 28, 2013 | CRM Systems, Sales Prospecting, Sales Transformation
A VP of Sales I know, Alan, called me a few months ago with a problem. His company had made several acquisitions that had brought new products into the product portfolio. These new products were quite different from those that Alan’s sales people had been...
by Ray Bonis | Aug 17, 2012 | Buyer Behavior, Handling Buyer Objections, Sales Prospecting, Sales Tips
Sales prospecting can be tough and very frustrating, if you don’t understand how to work with gatekeepers. I’ve often asked myself, “Why are gatekeepers so darn evil?” Well, the answer is they’re not, but I’ll get to that later....
by Bob Nicols | Jul 17, 2012 | Qualifying Opportunities, Sales Prospecting, Sales Transformation
I’d like you to think about your customers and prospects for a moment- more specifically, about how they spend their time when going through the decision cycle for the solutions you offer. How much time, as a percentage of the total time they have, do you think...
by Bob Nicols | Jan 30, 2012 | Buyer’s Criteria, Sales Prospecting, Trusted Advisor Status
As with most young sales people, in the first few months of my career I struggled with what questions to ask of my prospects and in what order to ask them. On good days, I came across with at least enough confidence to garner a little respect and a minimal amount of...
by Ray Bonis | Aug 30, 2011 | Sales Methodology & Process, Sales Prospecting, Selling Skills, Social Selling
Why Social Media Alone Won’t Ensure Success in a Sales 2.0 World I am a bit hesitant to admit it, but I was always rooting for Wile E. Coyote. You remember him right, the poor beast who spent years trying to catch the Roadrunner, generally failing in dramatic...
by Mike Bybee | Aug 17, 2011 | Sales Methodology & Process, Sales Prospecting, Selling Skills
Sales people are often told that the key to prospecting is to find business problems that haven’t been solved yet, and then demonstrate how their products or services can solve them. That’s a simple concept, and it’s difficult to argue with the logic...
