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How To Pinpoint (And Solve) Your Prospects’ Problems

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With most of your product information at their fingertips, the only way to actually reach prospects is by building relationships with them and helping to solve their problems, before they even know what their problems are. It’s a two-step process. First, identify their pain points, and then create personalized sales assets to address these pains. Read more >>

Self-Service Buyers Driving You Nuts? 5 Tips For Getting A Step Ahead

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By the time they actually talk to a sales representative, buyers are already 40 percent to 60 percent through the sales cycle. This means sales teams must tailor content (or sales assets) for each and every stage of the buying cycle. We offer several helpful tips about how to find potential buyers while they’re self-educating and then guide them. Read more >>

Is Buying A Car The New Gold Standard For Understanding The Modern Buyer’s Journey? An Interview with Jim Keenan

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Jim Keenan, Senior Partner of A Sales Guy Consulting, and Conrad Bayer, CEO of Tellwise, recently discussed how sales representatives need to tailor their sales process to their buyer’s specific needs. Join them as they continue the discussion during their webinar, “Turning The Buyer’s Journey Into An Expressway: 3 Ways to Improve Your Close Rates,” at 10 a.m. PST on Thursday, March 6. Read more >>