Sales Engagement

INSIDE Inside Sales Podcast Recap for June 2019

Have your salespeople’s communications with prospects become bland and robotic? The four June episodes of the INSIDE Inside Sales Podcast are about being human and personalizing a refined message to better connect with buyers. Send this link to your team as recommended listening (or reading) for a kickstart of inspiration. Ep 29: The Power of …

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Five Easy Tips to Improve Your Listening Skills and Sell More

Top-producing B2B sales professionals speak for an average of 46% of the call and listen for the other 54%. It’s apparent that listening more and talking less is a key to sales success. The problem is that the average sales professional is only allowing for listening during about 28% of each call. Award-winning scientist and …

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Avoid Buyer Frustrations with These Practical Selling Tips

How do your sales reps avoid buyer frustrations? By applying these four selling tips: 1) value your prospects’ time and pay attention, 2) don’t treat buyers like a transaction, 3) find out your buyers’ problem and connect the dots for them, & 4) record responses and don’t make the buyer answer anything more than once. Are …

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Talking to Prospects: What You Need to Know

How do you talk to prospects? There are several skills involved beyond your ability to speak to someone else. Great prospect conversations require some research, confidence, and focus on building a relationship. Don’t get caught up in making assumptions, hitting all your points, and selling to the prospect. A few years ago, a salesperson from …

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