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Topic: Selling Tips

Overcoming Price Objections
By on December 8, 2020

A price objection is the most common objection surfaced in every sales call  - 1 in 4 prospects raise objections regarding price. And the Pavlovian response is to offer a discount or..

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The LAVA Technique to Objection Handling
By on November 8, 2020

“I don’t see what your product could do for me”, says a prospect, “It is just too expensive”,  says another.  As sales reps, you face objections in every pitch and have probably tried some..

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How to sell in a crisis
By Praveen Swaminathan on October 8, 2020

Almost every salesperson has been through this dilemma. In the midst of an ongoing crisis, they sense an opportunity to sell. And while their rational sense leads them to believe that they..

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Customer – Sales Interactions – Shining a Light into the Black-Box
By Shobhit Mohan on October 1, 2020

As Sales leaders, we all face a common challenge of trying to figure out exactly what’s happening in the last mile of our sales process, when the rubber hits the road. It’s pretty..

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CRMs Suck & We’re Stuck! Or Are We?
By on July 16, 2020

I’ve mostly surprised by how successful CRMs are as a category of sales enablement tools. Most startups make early investments in CRM as their first go-to solution to think about sales..

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Scaling Mount McQuota – The muddled middle of sales performance
By on July 2, 2020

VPs of sales tasked with hitting quota for the quarter ultimately rely on their teams making their numbers. When handling a sales team, we all see that bell curve distribution between the..

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Sales Coaching’s Bum Rap
By on June 9, 2020

It’s always surprised me that companies don’t invest more seriously in sales effectiveness. It’s like going to the gym I guess… one of those things everyone knows is good for them, but is..

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