Every time a prospect raises an objection during a sales conversation, it’s a critical moment. Sure, mishandling an objection can instantly tank a deal faster than you can say, “just send me an email”. But when prospects object, it’s also a powerful opportunity to discover pain, build trust and propel deals forward.
We dig into Derek Jankowski’s journey in his sales career; including the start he got in sales in college and how that ultimately led to his current role scaling a sales team at Service Core. We also talk about Derek’s passion project, his side venture called Next Level Sales Leadership.
Eric Quanstrom (CMO at Cience) is a leading expert on proactive outbound prospecting. On today’s episode we talk about the business of lead generation outsourcing, in particular sales development.
According to Garter, B2B sales reps forget 70% of their training within a week, and 87% will forget it within a month. With the global market for sales training being pegged at $4.6 billion, that’s a lot of money being wasted.
Wendy Weiss and I talk about what has changed in sales, and buying, as a result of the pandemic. And what that means in terms of the sales strategies that need to be employed to connect with potential buyers.
Eric Stine and I wanted to get into the buying experience and how to leverage technology to enable the consumer to personalize and control that experience. But, as it it turned out, we had a fascinating conversation about something else entirely.