Three Research-Driven Tactics For Overcoming Sales Objections

objectionstoryblocks Salespeople perpetually fight an uphill battle against rejection and adversity. Rejections loom especially large at the beginning of sales cycles. In 2007, it took an average of 3.7 cold call attempts to reach a prospect, according to research by TeleNet and Ovation Sales Group. Fast forward to today and it takes an average of […]

Three Key Traits of Insight Sellers

Insight Sellingstoryblocks The B2B selling environment is in a state of constant flux. Insight selling is becoming more and more critical to sales success. Insight selling involves a fundamental shift from solution selling—from attaching solutions to customers’ problems—to insight selling—to using insights to coach a customer through a sale. Several years ago Harvard Business Review […]