We recently had a long conversation with one of our clients on why BANT is not always an optimal lead rating system. For those of you unfamiliar with the term:B Budget
A Authority
N Need
T Timeframe
We recently had a long conversation with one of our clients on why BANT is not always an optimal lead rating system. For those of you unfamiliar with the term:B Budget
A Authority
N Need
T Timeframe
Topics: inside sales strategy, lead qualification
Dan shared a truly horrific sales story, which I've transcribed:
Topics: cold calling, inside sales strategy
This is a guest post by Tibor Shanto, Founder & President of Renbor Sales Solutions Inc., and creator of Objective Based Selling. You can find Tibor on twitter at @renbor.
I stopped by Paul McCord's blog recently and this post really caught my attention: "The REAL Dirty Secret about Selling that Will EXPLODE Your Sales Career". I thought - what have I missed all these years?
The gist of the post was that every day we are exposed to ads that promise to deliver the "secret about Selling". Paul argues that this is a cycle: us wanting an easy road to success, and somebody more than happy to promise quick fixes.
Topics: inside sales strategy, mentoring