"Act as if what you do makes a difference. It does."
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Sales is an unpredictable profession. But even with all the stress, you and your team still have much to be thankful for this season.
As you move towards the end of the year, giving back to the community can be a great way to remind your team about what you value most. Try one (or more!) of these activities to give back to the community this holiday season. >>> READ MORE
Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver.
A "yes" or "no" hinges on far more than just the specific closing sentence or question. But as you've probably seen, using the right words can definitely make a difference. Read on to learn the closing phrases you should (and shouldn't) use. >>> READ MORE
A New Approach to Closing the Deal – Sales GravyIdeally, closing is not something that sellers do to buyers, it's something that buyer and sellers do in order to get the deal sanctioned – to win over all the stakeholders, to prize budget from a competing project and to get all the internal approvals required.
Closing techniques from the 'always be closing' school are struggling in the face of lengthening buying cycles and formalized buying processes. Sellers have come to grips with reality that in most cases the buyer will not be hurried into a premature decision by anything that the seller might say, or do. In respect of the complex sale the rush to close has been replaced with the desire for greater engagement, consultation and collaboration. >>> READ MORE
Which behavior insights around B2B buyers are most useful when it comes to engaging prospects and moving deals forward? New research from Turtl and Forrester illuminates a divide between sales and marketing on this matter, and eliminating it could go a long way toward improving the effectiveness of orchestrated efforts from these two critical units.
The recently released report contains plenty of intriguing and enlightening nuggets for both marketing and sales pros, but LinkedIn zeros in on the aforementioned gap and how to address it. >>> READ MORE
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