As a rule, salespeople should never call or email outside normal business hours — before 8:00 a.m. or after 6:00 p.m.. You’ll read many articles recommending salespeople call after hours to get past assistants or front desks — but I wouldn’t recommend it. Why? Well, the only time you should reach out to a prospect
These days, almost every new hire in sales is told to read “The Challenger Sale.” It’s a great book based off one of the largest studies ever done in sales. Problem is, when you’re learning how to sell on the job with a giant quota hovering over your head … you don’t have any time
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: Senior decision-maker involvement Buying authority Customer consensus Approved budget A clearly articulated need However, in a world where customers learn far more on the their own and progress further
What is an Account Executive? An account executive supports existing client accounts. Traditional sales representatives sell a product or service to clients and then hand those accounts off to customer service teams or account executives. It’s the AE’s job to manage, grow, and renew those accounts. “Account executive” often means different things to different people.
Machine Learning Basics for Salespeople Machine Learning is a subset of AI, which is a self-learning algorithm that detects patterns and anomalies. The more data they consume, the better they perform. To discuss Machine Learning with prospects, first set expectations, understand if they have enough data, and help them create a data strategy. The hype