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July 10, 2024
Account Mapping: Definition, Benefits, How to Do It Right and More

The world of B2B sales can feel like navigating a labyrinth. You juggle multiple stakeholders, decipher complex decision-making processes, and tailor your approach for each unique account. Account mapping emerges as a powerful tool to illuminate this path.  By revealing the key players and their relationships within an organization, account mapping empowers you to craft […]

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July 5, 2024
Feature Benefit Selling: Definition, Best Practices, Examples and More

Ever feel like your sales pitches fall flat? Feature-benefit selling can change that. It’s a customer-centric approach that transforms product features into tangible benefits, boosting conversions and building trust. By focusing on how your offerings solve real problems, you’ll speak directly to your customers’ needs and watch those “maybes” turn into “yeses.” Let’s dive in! […]

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June 28, 2024
The Right Way to Do Sales Role Play

It’s like what Mike Tyson once said – Everyone’s got a plan until they get punched in the mouth. Sales calls are no different. You juggle building rapport, understanding needs, and delivering a compelling pitch, all while facing unexpected objections that can feel like getting smacked in the noggin. But what if you could practice […]

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June 25, 2024
Call Mapping: How to Design Every Sales Conversation

Imagine a sales call where you confidently guide the conversation, anticipate objections, and close the deal with ease. Call mapping makes this possible. It’s like a roadmap for your sales call, ensuring you hit all the key points and navigate towards your desired outcome. Whether you’re a seasoned salesperson or just starting out, call mapping […]

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June 24, 2024
The Yes Ladder Technique: Prompting Prospects to Say Yes

Ever feel like closing deals is an uphill battle? You spend ages nurturing leads, only to hear “no thanks” at the final hurdle. The truth is, there’s a psychological trick that can significantly boost your conversion rates. It’s called the Yes Ladder Technique, and it’s about strategically guiding prospects towards saying “yes” more often throughout […]

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June 20, 2024
30 Powerful Sales Techniques: From Prospecting to Forecasting

Sales techniques are the building blocks of success in the competitive world of sales. Whether you’re a seasoned pro or a new salesperson looking to hone your craft, mastering these techniques can dramatically improve your win rate and boost your bottom line. In this comprehensive guide, we’ll delve into 30 powerful sales techniques that span […]

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June 14, 2024
How to Get Over The Fear of Cold Calling

Let’s face it, the fear of cold calling is a real thing. Not just for beginners, but for veterans too. It can leave even the most seasoned salesperson with sweaty palms and a racing heart. But what exactly is it about picking up the phone and calling someone you don’t know that triggers such anxiety? […]

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June 4, 2024
Soft Selling: Definition, Techniques, Examples & More

In today’s competitive sales landscape, the old-school “hard sell” tactics just don’t cut it anymore. Customers are savvier and do their research before making a purchase. They’re looking for genuine connections and solutions that address their specific needs. That’s where soft selling comes in.  Soft selling is a relationship-focused sales approach that prioritizes building trust […]

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