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Asking for testimonials can feel awkward at first. After all, we've all seen those annoying pop-up windows that ask you to review something you haven't even tried yet. People are naturally skeptical, some more so than others. So should you avoid asking for testimonials altogether? Definitely not. Testimonials are an extremely powerful way to get more business. You just have to ask for them the right way. The difference between annoying a customer and receiving a well-deserved testimonial is trust. Trust is hard to earn. All of us have had times where we haven't fully trusted a friend or colleague.…
As an outside sales representative, you know your career is not a walk in the park. Every day you face a good amount of rejection, long hours, and a constant fear of falling short of your quota. Not everyone is carved out for this type of job, as it takes certain personality traits and qualities. Not only do you have to close deals, but you also have to hustle through each long day of work. So, is outside sales representative the right job for you? One way to find out is by taking a personality test. Two different tests--the…
Every organization has a different sales team structure; some create a distinction between sales roles, others don’t. An organization with a well-defined structure will have a marketing team that generates leads. their sales development reps hone in on new sales opportunities and pass them on to inside or field sales reps to close deals. For the purpose of this post, let’s consider a separation between sales roles. Which Actions Should Sales Development Reps Take? The article “The Key to Sales and Marketing Alignment: The Sales Development Rep” explains that SDRs fill one purpose: setting appointments with qualified leads for account…
We’re not so different, you and I...except, like, I’ve never functioned without a smartphone… Millennials are a confusing bunch of people and learning how to sell to millennials can be even more confusing. Understanding their likes and dislikes, what they do and don’t buy, how they make business decisions, or life decisions in general, can be really hard. Like, harder than coming up with some witty comparison about how difficult millennials are to deal with without falling into any cheap overused clichés like “harder than trying to catch smoke with your bare hands”. How do I know this you may…
‘I have learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel’ - Maya Angelou Most sales training is based on closing the deal, getting the customer to sign the dotted line and immediately looking for the next contract. While this is obviously important, it’s not the be all and end all in sales. What you do after signing a customer or client is just as, if not more, important. A customer’s impression about your customer relations is paramount. One Oracle study even estimated that 9 in…
