Tag: sales
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How to Increase “Selling Time”? Productivity Tips for Sales
Top funnel generation, sales meetings, follow-ups, paperwork, internal meetings, or CRM updates… It is not that hard to guess a sales rep’s favorite activity in a day. “I have a pretty good sense of what the Top 10% do, but not 100% sure about the top 1%. Except one factor – one difference between the…
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Like It or Not, You’re a Negotiator
Selling is both an art & science, obviously. The art part consists of essential soft skills which might change your life forever. And one of them is “getting to yes” in any conversation that you have. While you are negotiating with your landlord or trying to find a mutual point in your romantic relationship… If…
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When and How to Give Discount in SaaS Game?
Everybody wants a deal But there are both downsides and benefits of it. Downsides: Do not forget, that discounts are the laziest path to customer conversion. Benefits: There are a variety of reasons behind the discounting requests, some examples: That’s why value selling is the only remedy. What to do when your customers ask for…
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The Anatomy of a Sales Meeting
First sales meeting…You want to make sure that your sales team can secure the next steps confidently. Maybe, you are seeking “excitement” in the eyes of the prospect. As an enablement professional how can you help your sales team? In this recipe, I am going to look into “the Anatomy of a Sales Meeting”: Time…
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Training Tips: How to achieve higher learning retention rates
How do you train your sales team? You have great content and now you need to have a great adoption plan, too! How to distribute your content & make sure it is 100% digested. How to secure the highest learning retention? Let’s first start with the learning retention rates: 1. Consistent Communication Assume it is…
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How to play the psychology game to close more deals?
If you are in sales and given a chance to have a “superpower” (or the ability to leverage the psychology of sales) to close more deals, what would that be? Let me guess, “Reading your prospect’s mind?” “Maybe!” I am sure that knowing what they really want before asking lots of discovery questions would be…
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How to master competitive selling in B2B sales?
The B2B sales universe is a pretty big place and if it’s just us it will definitely become an awful waste of space. Software companies are fighting each other in their crowded marketplace to play the right competitive selling game, that’s true. It is crucial to differentiate themselves to win the game and survive especially…