I can’t count the number of times I’ve heard a frustrated seller complain about a prospect, “Sheesh, I’ve explained how we can help them a million times and he still doesn’t get it.” Uh, my friend…exactly who is it, that doesn’t get it? That would be you. Albert Einstein said “If you can’t explain it […]
About the Lending Marketplace Industry Fundera is an online lending marketplace that is the go-to financial resource for everything small business. Currently, there are over 200 digital lenders in the United States and their global volume is expected to reach over $290 billion by 2020. These marketplaces are taking the financial world by storm as […]
The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, nails the value prop, and has the prospect ready to sign in seconds. If you are one of these reps, […]
Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online before engaging in a sales process offline. What these well-informed prospects want is a very different experience from those of […]
Many salespeople struggle to find the right words to say and the right way to say them – whether that is to prospects, to their bosses about their work, or in social content if they do that. But that isn’t really the problem. The truth is, sales reps who are struggling to find the right […]
As promised, here’s part 2 for you. Missed part 1? No worries – read it here. 9. Listen As Lyndon B. Johnson said, “You aren’t learning anything when you’re talking.” You need to make listening your primary objective during the sales conversation. I’m sure you’ve heard it before, but are you actually doing it? If […]
As a new SaaS sales rep you may have already gone through the onboarding process. If not, check out this article to help you navigate that initial learning phase. You’re probably wondering what you can do to become a better rep, strengthen your position with your current employer, and expand your advancement options.  Here are […]
“When you’re finished changing, you’re finished.” Ben Franklin may or may not have been thinking about business operations when he wrote that famous line, but it’s just as applicable in our world as it was in the 1700s. I mention it here because our latest eBook is about something that everyone needs, but most people […]