Why The Future of Sales Looks A Lot Less Salesy (read)
Even with something as formal as enterprise B2B sales, businesses don’t buy things, people do. So what does this mean for the shifting future of sales? There are three things that stand out in the changing role of sales.
Always Be Closing Sales
Jennifer Dignum of Xactly Corporation collects insights from 11 sales experts on why marketing and sales alignment is so difficult and what mistakes are being made in “The Biggest Faux Pas for Sales and Marketing Alignment”
Brooke Freedman of HubSpot believes you can avoid putting your prospect on the defense, and maintain trust by working with the Listen, Acknowledge, Explore, Respond framework in “The Simple Framework I Use for Objection Handling in Sales”
Barbara Weaver Smith and Jeff Shore uncover practical ways for sales professionals to address buyer fears in a genuinely empathetic way that always puts the customer’s best interests first in “The Buyer’s…