David A Fields
OCTOBER 5, 2021
Meet Sheila. She’s a sales wizard. Sheila doesn’t have a terrific network in the industry you’re targeting and she’s never worked with a consulting firm; however, she’s proven she can open doors and get meetings. The post Could Hiring this Sales Pro Help Your Consulting Firm? … Continued. … Continued.
Steve Shu Consulting
JULY 18, 2017
A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Here are some thoughts on how I’ve tried to keep sales processes on track: As you are engaging the client prospect, try to envision the big picture for the solution approach to the prospect’s business problem. hours each.
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David A Fields
AUGUST 27, 2024
Some professional salespeople recommend that you never say you’re available on the day a prospect suggests for a meeting, even if you are free that day. That way, these sales pro explain, your consulting firm doesn’t appear … Continued The post Should Your Consulting Firm Play “Hard to Get?”
Clarity Consultants
DECEMBER 2, 2021
Continuous training is essential for your sales professionals. While in-person training is certainly an option, gathering up your sales team for a course isn’t always practical. If you’re wondering what makes blended and online learning so successful for your sales professionals, here’s what you need to know.
Advertiser: ZoomInfo
Often, sales reps who fail to hit the phones hard are left wondering how they missed their quota. While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal. How can you (and your sales team) benefit from this eBook?
Markovitz Consulting
DECEMBER 1, 2020
Four-hour meetings? The sales, marketing, product, and customer service teams were stuck at the 11th hour (well, the 12th hour, actually) adjusting for the CEO’s violation of structure. According to BCG’s analysis , productivity at companies that have shifted to remote work has increased between 15% and 40%. Long commutes?
Harvard Business
MAY 21, 2024
When you’re working in sales, you need to master the art of persuasion and that involves being able to tell a compelling story that explains why your product or service will meet someone’s needs. It involves listening, making an emotional connection, and thinking from the customer’s point of view.
Advertiser: ZoomInfo
How can sales organizations meet the buyer along the journey at the perfect time? With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”. Download this eBook to find out!
Advertiser: ZoomInfo
Longer sales cycles. More meetings. Increasingly discerning buyers. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer.
Advertiser: ZoomInfo
In fact, less than 2% of today’s cold calls actually result in meetings, and 63% of sales professionals say it’s what they dislike most about their jobs. In recent years, cold calling has become synonymous with rejection and failure.
Advertiser: ZoomInfo
Meet your modern sales playbook - See how high-performing sales and marketing teams increase pipeline year-over-year. For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.
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