In B2B sales, exceptional verbal communication skills are absolutely imperative. Why? Because phone calls are what move deals forward. As we have all experienced, it can take numerous emails back and forth to qualify a […]
Every sales department has a standard list of discovery call questions they use to weed out disqualified leads and reveal their true buyers. Most commonly, the questions fall in line with their particular lead qualification […]
In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the […]
Everyone in sales has likely made a discovery call at one time or another. The discovery call is a crucial component of the sales process. It allows reps to qualify a prospect and gather information […]
Is your sales team facing increasing competition from similarly-featured competitors? Are you involved in more competitive deals than ever? In a world where the competitive differentiators in most industries are increasingly minuscule, reps have to […]
