Sales Effectiveness Blog

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The Value of Silence in Your Discovery Process

If you want to be successful in sales, you need to effectively communicate. However, the ability to fully articulate your value and differentiation hinges on how well you listen.

 Think about how frustrating conversations are when you feel like the other person is not hearing what you are saying? You never want your buyers to feel that way. 

Questions are important to your discovery process, but it is just as critical that you listen to the answers. First and foremost, the ability to listen and remain silent with a prospect shows genuine interest in what that person has to say.

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5 Questions That Will Help You Sell Larger Deals

There are many sales organizations that struggle with a team of reps who are wasting too much time deals with prices tags that are too small. When you have aggressive growth goals and only so many days in a quarter, you need your team focused on deals that solve the biggest problems and make the biggest dent in the revenue targets.