“To object is not the same as to reject”. In sales, objection and rejection are a daily occurrence. It’s important to remember that “no matter how great your offering is, there will be objections to it”. So let’s learn how to handle them. What is a sales objection? An objection is an explicit expression from… Read More
Category: Sales Tips
Estimated reading time: 23 minutes $563,500. That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. “Based on our studies, the average cost of a mis-hire can be six times base salary for a sales rep, 15 times base… Read More
Estimated reading time: 7 minutes How do you get your first 10 customers? First, forget marketing. It’s great but, a little slower to bear fruit. Today, is about making your first sale. Second, forget hiring a sales person… yet. You need to figure out how your solution is sold before you know what type of… Read More
‘First, decide not to take the job as the interviewer is a mindless twit.’ ‘Second, take the pen, snap it in two, place the pieces on the desk, pause for a moment of dramatic silence, then stare intently into the interviewer’s eyes and say: “You need a new pen”.’ Bruce Gifford There are few things… Read More
Your sales team must assume the customer either understands their own problems fully, partially, or not at all. The question is, are those assumptions correct? Jeff Thull, in his best-selling book Mastering the Complex Sale, talks about the evolution of B2B selling over the years, from a product-oriented approach to today’s full diagnosis of the customer’s problem.… Read More
Max Altschuler is the co-founder of the sales blog, SalesHacker and its growing empire of conferences and books. What career advice would he give to his younger self? “The 18-year-old me wouldn’t have listened so it really doesn’t matter,” laughs Altschuler. At 28, however, he does have some suggestions for other young people starting their… Read More
Podcasts are now the go-to resource for the on-the-go salesperson. But with so many shows available, you want to make sure you’re investing your downtime in the right content. Below are our top picks for sales podcasts to get you selling bigger and better. 1. The Sales Acceleration Show Presented by inside sales expert, Gabe Larsen,… Read More
Trish Bertuzzi is the the author of The Sales Development Playbook as well as President and Chief Strategist at The Bridge Group. We asked her what advice she would give to newly minted SDRs. 1. Know your buyer You need to know everything about your buyer, especially if you are selling to a sophisticated… Read More
Business needs are becoming increasingly specific and purchase decision makers have to consider large amounts of variables and solutions from a wider range of suppliers. Consciously creating a set of decision support tools and implementing them will help customers make a purchase decision for your product. Here are a few suggestions to get your started.
What makes a high performing salesperson? A recent study of 250 salespeople carried out by the CRM reviews company, GetApp suggests that modern sales strategy may not be as far removed from the old, ‘Always be closing’, as we may have thought.. Some stats from the survey: Almost half (46%) of sales professionals surveyed see… Read More
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