J Bentley Radcliff on why learning customers’ true buying motives is important. “You’ll never have the best product at the lowest price – so you better learn how to sell right now.” #sales GlobalData PLC lnkd.in/e--wu5r

build confidence to engage prospects & get beyond the fear of rejection by routinely practicing handling objections Blair Singer interviewed by Jeffrey Gitomer in Selling Power #sales salesdogs.com

a great program to help #restaurant, #grocery, convenience and other #foodservice operators implement procedures to keep their customers & employees safe in response to the #CoronaVirus outbreak Crunchtime Ops Execution (Zenput) #restaurants #catering ://lnkd.in/ewVdxKx lnkd.in/ea2qjP8

Ingenuity and a determination to help those in need. Kudos to #vc including Jake Medwell & Drew Oetting - to the wsj for reporting on people "hackling together supply" to address #CoronaVirus #covid19 lnkd.in/eCK-BS7

I also feel that qualifying prospects early in the #sales cycle - and including possible #objections in our presentations - can help prevent objections and overcome them based on info provided by prospects. Jeffrey Gitomer lnkd.in/eZD6DFY

Build and deepen relationships with prospects, clients, influencers, and your network via LinkedIn - especially while in quarantine! Jeffrey Gitomer via Brynne Tillman #sales lnkd.in/e4-t72C

The best prospectors ask prospects questions that they know the answer to - but that they suspect that prospects will struggle with. These questions should reference an unrecognized problem, an unanticipated solution, or a capabil…lnkd.in/e5vx6_C lnkd.in/e2QJU_F

Rather than prospecting w/price or subjective statements like better performance-why not focus on your value by mentioning the typical production increase % and/or related cost per unit produced decrease realized by your customers in the same industry as your prospects? #sales

Make your initial/discovery #sales appointments more conversational – and potentially shorten your sales cycle - by bringing at least one idea on how your product/service could benefit your prospect based on your research on their business, their industry, and it’s challenges.

get more referrals ASK - Don’t assume people know want them to refer others to you. MAKE IT EASY - Add a button to your website that generates a prewritten e-mail client can forward. Create a message that can be shared across a client’s #socialmedia acco…lnkd.in/guU9hQu

why prospects lie When we ask prospects if they’re the decision maker – they often feel compelled to answer “yes” - regardless if they’re not. I feel that most prospects don’t want to mislead us - it’s just that if we ask this question – we don’t give pr…lnkd.in/g6gsUZ4

close is a #sales term – decide is a buyer term. Let’s work with buyers on their language – not ours. You can’t make someone buy – all you can do is help them make a buy decision. thanks to #skipstips #proactiveselling #sales via Aspireship

trusting your sales process Many #sales cycles have been lengthened this year. But everything changes when you’re able to trust your sales process. Your process must be trusted over the long haul. You can’t try to shorten it o…lnkd.in/g_VZG92 lnkd.in/gY_4Hv4

next! 3 strategies for bouncing back after getting rejected on #prospecting calls How you bounce back is often the difference between #success or failure. #coaching #motivation #sales Jeb Blount lnkd.in/gAGfgNP

mental stamina: six reasons why veterans make top #sales performers #hiring the right people – including #veterans - is the first step in building a high performing sales organization. via Jordan Belfort Jordan Belfort #career #care…lnkd.in/erArYNt lnkd.in/e4-QuH8

Sales problems just aren’t problems with your #sales reps–they also signal #salesmanagement problems Colleen Francis Colleen Francis via @DonnyoSpeaks lnkd.in/ggaf5eG lnkd.in/gRpdx6i

stop “pitching” and listen to create "business conversations” with prospects #coaching #prospecting #sales via Amy Franko x.com/AmyFranko/stat…

top 6 ways to keep your company visible post-pandemic as customers consider switching providers #digitalmarketing #emailmarketing #leadgeneration #LinkedIN #marketing #marketingstratergy #sales #sem #seo via Kendra Lee

encouraging spending increase by businesses on #advertising, #media, & #communications–a result of their efforts to get in front of #onlineshopping customers. #contentmarketing #digitalmarketing #ecommerce #marketing #ppc #seo wsj.com/articles/amex-… via Telis Demos The Wall Street Journal