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sales development
Did you know that according to a survey by the American Society for Training and Development, 75% of executives say that mentoring has been critical to their career development? Mentoring isn’t only good for personal benefit, it can also help coworkers and your organization as a whole. Mentoring is different than managing or coaching. It...
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If you’re in sales, asking questions is a large part of your daily duties. Questions are arguably the most important tool in a salesperson’s arsenal. Asking questions in the right way can compel a prospect to act, open their mind to new possibilities, and even secure buy-in for the next step in the sales cycle....
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According to a 2018 report by InsideSales, sales development representatives (SDRs) ramp time has increased by 5.8% from 2017…   going from an average of 4 months to 4.2 months. Inbound reps have an even harder time, with an average ramp time of 5 months. Although this difference isn’t shocking, it’s a trend that teams...
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The Discovery Call is the first call after connecting with a prospect – some say it’s the most important step in the modern sales process. Sales reps provide value by making informed recommendations to their prospects. Reps are only able to do so by stepping into buyers’ shoes, learning about their priorities, and finding solutions,...
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A popular movie was released in 2005 called The Sisterhood of the Traveling Pants, which told the magical tale of a pair of jeans that fit everyone in a group of four friends, all with different body types. Although this $40 million-grossing movie was massively popular, the idea of “one size fits all” is not...
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Attention spans may be shorter these days, but that’s not a valid reason why you can’t keep your prospects’ attention. The real problem? They don’t have the willingness to give you their time or energy. Simply put, you haven’t yet “caught” their attention. This doesn’t mean that it’s time to move on to other prospects...
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