Objection handling is embedded in the natural flow of every sales process. How we think about objections can tell the tale about our ability to move the sales process forward.
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Posted by Trish Bertuzzi on Tue, Mar 04, 2008
Objection handling is embedded in the natural flow of every sales process. How we think about objections can tell the tale about our ability to move the sales process forward.
Topics: sales process, sales tips, inside sales management
Posted by Trish Bertuzzi on Tue, Feb 05, 2008
I find it interesting to watch companies in high growth mode. They get all jazzed up, beat the bushes for good candidates ("we only want A players man"), put the candidate through an extensive interview process, get them on board and then.....ignore them and let them fend for themselves!
As sales managers, are we too busy to invest in creating a training process for new hires that will help them be successful? If we are, it is no wonder that only 60% of our sales organization makes their number. They are learning on the job!
Topics: sales process, inside sales management, inside sales motivation
Posted by Trish Bertuzzi on Tue, Jan 29, 2008
Posted by Trish Bertuzzi on Thu, Dec 27, 2007
4/23/14 UPDATE: We just released a research report on motivating and retaining inside sales reps in 2014. You can read more about it or download the ebook.
Topics: inside sales management, inside sales motivation, mentoring
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