Understanding and influencing buyer behavior in the SaaS industry is essential for sales success. Here are some key considerations to keep in mind: – Know Your Buyers: Gain a deep understanding of your target audience by creating detailed buyer profiles....
Building a high performing sales team requires a salesforce design process that provides for clearly defined positions. Step 1 is your sales strategy and includes customer segmentation, product and service offerings for each customer segment and the sales process that...
How Unlocking the Power of Customer Intent Benefits Your Business and Increases Revenue As a business owner, it is impossible to overstate the importance of understanding and acting on customer intent. Customer intent is the underlying cause of every interaction your...
Emotional Intelligence (EI) is the secret sauce that’ll help you close more deals faster. Get the Emotion, Get the Deal Customers buy based on emotion; your job is to read them. Salespeople rarely stick with the conversation to generate the emotional response to...
How do you build trust subtly on a sales call? 5 ways: Strategic Talker, Better Listener… Here’s a secret: listening wins deals. Sure, you’ve got a lot to say. But hold back, and let them do the talking. They’ll see you’re genuinely interested,...
Facing rejection can be tough, but it’s important to remember that a ‘no’ in sales is often not personal. It may simply mean that the timing is not right, the fit isn’t perfect, or the prospect needs more information to make a decision. Thus,...
