November was a great month for The Center for Sales Strategy's Partner Program blog, and in case you're just tuning in, below are our top posts from last month:
I understand a passive aggressive approach is not the best way to deal with people and resolve conflict; however, due to the short duration of most flights an indirect approach is often a better way to deal with some of these folks.
A little preparation—tied to think, feel and do—goes a long way and increases the likelihood of setting an appointment. Try this process before picking up the phone—the people on the other end of the call will be glad you did!
Ongoing communication with existing customers as well as other members of the consulting firm is often overlooked to the detriment of organizations.
Too many B2B salespeople think selling is about pitching, pitching, pitching. In reality it is about asking, listening and developing solutions to customer needs. Asking questions is an art form understood by few.
B2B sales training with a focus on setting quality face-to-face appointments is in high demand these days. A key component tied to this concept is the definition of aquality face-to-face appointment.
Understanding why objections occur is a great place to start, however, additional work needs to happen to overcome an objection.
Selling is simple: Decision makers buy when a solution that solves a problem is delivered to them.
Tapping into sales consultant resources from an outside source or a partner program for sales trainers is a great way to make these symptoms go away!
