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Articles by Justin Royal
Why Collaborative Selling Is Key to Unlocking Better Customer Relationships
A salesperson rarely does it all on his or her own. While one individual tends to be the singular face to the customer, there’s often a lot of collaboration going on behind the scenes. Whether working with the finance department on pricing, marketing on leads, pre-sales engineers on designing solutions, or legal on negotiating a contract — essentially it takes a village to close a deal.
Why Everything You Ever Thought About Salespeople Is Wrong
If I asked you to describe a salesperson, you might start to think of some of the characters you’ve seen in movies like Tommy Boy or Wolf of Wall Street (or Glengarry Glen Ross if you’re into cult classics). Or, you might think about a used car salesperson or a telemarketer. Unfortunately, for most people, their perceptions of sales professionals are mostly negative. They’re often thought of as slimy, smooth-talking, con-artists, who are only out to make money.
3 Things Impacting Lead Conversion in the Communications Industry
Over the last few years the telecom market has experienced a drastic shift in how it needs to operate. Communications Service Providers (CSP's) are facing fierce competition from their legacy carrier rivals and from new over-the-top entrants that have established loyal customers bases. However, the biggest hurdles to overcome come from within. Traditional operations have led to a major disconnect between marketing and the sales channels.
Get Social with #SalesWinWednesday!
All salespeople have been there - that time they realized the power of helping colleagues succeed. Maybe it was that time when a coworker shared a helpful tip for closing a big deal. Or that time a sales mentor shared a story that inspired them to set a new goal for the year.
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