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Capturing the attention of a prospect has become increasingly more difficult. Following is an excerpt written by Jeff Michaels for WittyParrot’s ebook, “2014 Edition: Expert Prospecting Tips” that addresses a more effective way to engage prospects.
Evaluate Your Sales Effectiveness with One Question
Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.
In the day and age where the conventional wisdom of selling has migrated from product selling to solution selling, I would like to provide a different perspective on the topic, particularly for the aspiring Challengers.
A common issue that reps often bring up is their inclination to bring product or solution into the discussion too early. Learn about 2 problems this creates and 3 questions that will help lead prospects TO your solution without leading WITH your solution.
Are you finding that hitting your target market is increasingly more difficult? Especially in the age where so many aspects of marketing are changing and evolving such as content management strategies, SEO and social media. Marketing is playing an increasingly critical role in organizations these days for a variety of reasons, one of which, as […]
What are False Positives? As a term often used in the medical community, a False Positive is defined in the Medical Dictionary as, ‘A result that indicates that a given condition is present when it is not. An example of a false positive would be if a particular test designed to detect cancer returns a […]
When presenting, people often try to make impact and compel the audience by what they say and how they say it. Consider making your point in a more experiential way…
Challenger Marketing Example
Following is an example how one company changed its messaging and increased it’s response rates by 94% and sales by 91%…