Effective sales script credibility statement examples
There is one mistake I see commonly that absolutely cripples your ability to be effective with cold calling outreach to book B2B sales appointments. The lack of an effective credibility statement. In fact, the lack of any credibility statement at all. Ouch. Table of Contents Credibility statements improve B2B lead generation results How are your […]
Discovery call success: 14 key drivers
The aim of a discovery call is to reach mutual agreement on working together with a qualified buyer. Here are 14 discovery call concepts that are key to getting there. 1. The 2% difference gets the close. To meet buyers’ needs, we must identify their motivations and concerns to encourage action. At the end of […]
How to beat sales competition in tough times and sales slumps.
If you own a company, or are a CEO or sales leader, there are certain moments of truth. During such moments, what you do or don’t do NOW, will largely determine where your company or sales team sinks or swims. What sets apart companies that survived or struggled during economic challenges?(There are links to studies […]
Discovery calls and first sales conversations: A guide to run them
There is a first substantive interaction with every multi-step sales process. Whether you label it a first sales meeting, discovery call or demo, the first interaction may be the biggest influence on whether you close a deal or not. That’s right; it’s not the magic words you try to come up with when a deal […]