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There are different dynamics between selling to SMBs and selling to mid-sized and enterprise companies. Although the skills you’ve gained selling to SMBs will help you make the transition to enterprise sales, there are new skills you must acquire. Enterprise deal cycles are significantly longer, require approval from multiple stakeholders, and are more complex from …
How to Successfully Transition into Enterprise SalesRead More »
Qualifying leads as worthwhile prospects is a key goal of a discovery call. Aside from giving the lead essential information about what your organization does, you must get an understanding of their needs and determine if there is a fit to pursue the conversation further. As you contact your prospects, there are several ways to …
2019 is almost over. To start 2020 off strong, it’s time to start thinking about Q1! Being intentional about your prep work means that you’ll have a head start to the quarter and will be poised for success. You’ll allow yourself to be top of mind for prospects in the new year and be on …
How to Get a Jumpstart on Your Q1 2020 Sales TargetRead More »
As a salesperson, you deal with a lot of bumps along the road each day. Your job entails a lot of direct communication with clients and coworkers. You work hard to close a large deal, only to have your number reset to zero the next month. Something’s always changing with your territory or your quota, …
Building a high performing team takes a lot of planning and research, not to mention choosing the right people for the job in the first place. Putting together a group of people that seems like the right fit won’t mean much if there isn’t accountability involved. Accountability is the final step towards ensuring your team …
Creating a Culture of Accountability for Your Sales TeamRead More »
It’s natural to be nervous before an important interview, especially a sales interview where you know the interviewer will dig into your previous performance and situational planning. As you prepare for your next sales interview, here are a few quick steps to make sure you separate yourself from the pack! Research the company before the …
How To Stand Out In Your Next Sales Role InterviewRead More »
Providing value to prospects during the sales process comes down to a few key qualities: curiosity, preparation, expertise, and transparency. Here’s how to cultivate these skills and demonstrate your value so you can close the deal today and build a lasting relationship that benefits both you and your clients. 1. Be curious. Curiosity enables you …
When working with a team, the only person who can see the full picture is the manager. As people working in different areas have to be aligned, it is hard for each team member to know for sure if they’re doing the right thing. Whether positive or negative, giving feedback is the best way to …
Every path comes with its opportunities and risks. When you choose one, you have to make sure your eyes are wide open and you know what you’re walking into. A key ingredient to guarantee success in sales is confidence. The internal perception of how we see ourselves is an important factor in affecting our career …
Successful Women in Sales Make The Leap and Own The RiskRead More »
The perfect learning experience should be a true balance between theory and practice. Although you may have been in sales for a while, there are always new skills and approaches to try, and reading about sales is a great place to begin. And if you’re new to sales, welcome to an inside look on how …