Category: Sales

buyer objections

How to Reframe Buyer Objections to Positives

When a buyer objects, you may think your sale is heading south. But in fact, often the final stage for
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discount

Pricing Power: How to Command It in Competitive Markets

Your salespeople face numerous pressures, from sales quotas to revenue goals. Believe it or not, they care about your organization
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target buyer

Key Points Sales and Marketing Need to Know About the Target Buyer, Part 2: The Power Profile™ Recipe for Success

The Power Profile™ guides you in your marketing and prospecting activities to focus on organizations and buyer roles that have
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target buyer

Key Points Sales and Marketing Need to Know About the Target Buyer, Part 1: The Power Behind the Power Profile™

In the B2B atmosphere, only so many companies have the problem your organization’s solution fits. Your pool of opportunity is
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follow up

Make Your Customer and Prospect Meetings Count, Part 3: Following up After the Sales Meeting to Best Serve Your Buyer

Many salespeople leave most of their customer or prospect meetings with the thought, “That went pretty well.” Yet surveyed prospects
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Make Your Customer and Prospect Meetings Count, Part 2: Serving Your Buyers During the Meeting

Make Your Customer and Prospect Meetings Count, Part 2: Serving Your Buyers During the Meeting

Many salespeople leave most of their customer meetings with the thought, “That went pretty well.” Yet surveyed prospects deem 89%
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Customer and prospect meetings

Make Your Customer and Prospect Meetings Count, Part 1: Planning Ahead for Success

When your customer takes a meeting with you or your sales team, your team has to deliver — with value,
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Dive Inside the Mind of Your Buyer — and Discover a Solution to Serve Them

Dive Inside the Mind of Your Buyer — and Discover a Solution to Serve Them

I see this issue often: A salesperson engages their buyer a couple times, getting a feel for their business and
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Caution for the Optimistic CEO in 2017

Caution for the Optimistic CEO in 2017

While the business world always shifts when a new leader steps in, this political season caused more chatter and anxiety
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Creating a Proposal Framework that Closes

Creating a Proposal Framework that Closes

Tell your prospect a story. Recently we covered four common proposal pitfalls that are sabotaging your deals. Now we’re expanding
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