Use L-A-E-R For Objection Handling
Sales teams face objections daily. If your first reaction is to respond, you miss unique opportunities to strengthen your business and personal relationships.
Posts by:
Hernan Vera
Coaching – Believe The Hype
How to Get New Hires Producing Faster
Hiring a salesperson can be an expensive endeavor.
Hiring new sales talent to accelerate growth may appear straightforward. However, many companies fall short...
Best Practices For Conference Follow-Up
B2B in-person conference events are getting back into the sales and marketing initiative mix, so it’s time for a best practices refresher on conference follow-ups.
Make Activities Count for Sales Success
When B2B sales organizations focus on activity-based metrics, the activities often don’t align with consultative and strategic opportunity pursuit sales motions.
Breaking the Cross-Selling Code
Fewer than 25 percent of organizations achieve their cross-selling objectives, based on our experience and independent studies.
Cross-selling...
The Power of B2B Referral Marketing
B2B referral marketing is a simple concept, but it’s not easy to do.
If your organization doesn’t have a formal referral marketing program, it’s missing out on...
Engaging New Contacts Within Customer Accounts
Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that...
Two Blind-Spots in B2B Go-to-Market Efforts
“Things that matter most should never be at the mercy of the things that matter least.” — John Wolfgang von Goethe.
Business leaders expect that their sales...
Five Approaches to Shorten the B2B Sales Cycle
One reliable strategy for achieving a more predictable B2B close date and win rate is to improve how a deal moves through the sales process and maintains momentum