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Posts by Category: How Tos

Is Your Sales Process Agile Enough For Today’s Buyers?

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In today’s market, buyers are hyper-informed and armed with more data on your products or services than ever before. As such, trying to force your sales process on the buyer is an ineffective and outdated approach. The most effective sales reps are agile enough to meet the buyer at any stage of the sales process and guide them through the rest of the journey to the sale. Read more >>

Use Digital Body Language To Measure The Health Of Your Customer Relationships

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In today’s message-saturated world, your content is dismissed if it’s not seen as valuable. Digital body language offers clues into customer behavior patterns that let you see what they find to be valuable. By analyzing digital body language, you’ll uncover opportunities to make customer relationships stronger. Read more >>

How To Share Sales Best Practices And Knowledge With New Sellers

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In many organizations, the top sales reps have spent decades learning the products, buyers and sales best practices. But as they retire, organizations must plan to transfer their knowledge to new sellers. Mentorship programs and other knowledge-sharing practices benefit the individuals involved as well as the organization. Read more >>

4 Keys To Creating Demos That Don’t Suck

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Doing a demo for a prospect can be a big waste of time and money for everyone involved — both the prospects and the presenters. Having done hundreds of demos as part of the sales process, we’ve learned that the hard way. Inside Sales Experts recently shared a blog post about the subject. What separates good demonstrations from the bad ones is context. Read more >>