Month: August 2022
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Add Value by Solving a Problem that Your Prospect Does Not Know They Have
Sales teams add value by solving prospects’ problems, not just selling products. Successful sales involve understanding prospects’ pain points and future challenges, requiring strong problem-finding skills. Engaging prospects through open-ended questions helps uncover needs and fosters collaboration. Effective problem-solving is crucial for closing sales, as it focuses on addressing the prospect’s unique challenges rather than…
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Anti-ghosting Tactics that Turn Leads into Calls that Turn into Appointments
Prospects often “ghost” sales outreach, avoiding communication through calls, emails, and social media, which can be disheartening for sales representatives. Ghosting can occur before any connection is made, often due to poorly defined Ideal Customer Profiles (ICPs) or ineffective value propositions. To minimize ghosting, sales teams should personalize outreach, target appropriate contacts, and utilize a…
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Sales Bots are Disrupting the Way Live Salespeople Sell
The term “disruptive” has evolved from guerrilla marketing tactics to modern AI-driven sales approaches. While initially focused on innovation and market changes, today’s disruptive selling involves unconventional strategies, AI chatbots, and conversational commerce that challenge traditional sales methods and customer interactions.