Contrarian Sales Techniques
NOVEMBER 9, 2022
In SPIN Selling book, Neil Rackham, a former president of Huthwaite corporation, shares his 12 years of research and 35,000 sales calls to guide you through becoming a successful salesperson. It's an essential reading for anyone who is interested in learning more about how to improve their sales skills.
Spotio
JULY 25, 2023
B2B sales has evolved over the years. Cold calling and direct mail are still useful for some sales processes, but the way in which we do business has changed a lot. More companies are investing in B2B sales teams — inside and outside — across a range of industries. What Is B2B (Business-to-Business) Sales?
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Integrity Solutions
FEBRUARY 1, 2024
The problem is, too many salespeople and sales leaders alike have been misled and shortchanged by flawed definitions of what selling is really about and what it takes to be successful in the role. This is one of the reasons Mike Esterday and I were motivated to write our new book, Listen to Sell.
Map My Customers
SEPTEMBER 13, 2022
But experienced reps know that even the hardest objections in sales can be overcome. The 2011 book The Challenger Sale by Brent Adamson and Matthew Dixon suggested that the way to charge ahead is to take on the persona of a “challenger,” challenging both conventional sales approaches and your prospect in sales calls.
Medical Sales Authority
DECEMBER 26, 2022
In hindsight, the important thing is jumping in and getting some entry level B2B sales experience. Somewhere with a well established and respected sales training program. Sales Is Taught By Experience. No one really knows how to teach sales. Sales is messy and difficult to grasp from a textbook.
CloserIQ
OCTOBER 9, 2019
10 Sales Books You Need To Read (Alexandra Adamson of WISE). “Sales is comprised of many stages, from the very beginning when you are researching prospects, to the bigger picture interactions, like closing the sale or managing the clients you already have. Enns of B2B Sales Connections ).
Spotio
NOVEMBER 21, 2022
This article will dive deep into what Hybrid Sales means, the reasons you may consider going hybrid and the pros and cons of that decision, and even some helpful tips for how to make the change with your team. What is a hybrid sales model? A hybrid sales model is a digital and in-person approach for B2B sales.
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