Objection

In the sales industry, an Objection refers to a challenge a potential customer may raise in the course of consideration for a product or service. Proactive sales strategies include identifying common objections during the sales process and developing key positioning or selling strategies to address these objections.




16 criticisms of the sales pitch

16 criticisms of the sales pitch

The sales game has changed over the years and sales professionals have received a lot of great advice on how to deliver an effective sales pitch. Rather than engage in another theoretical discussion about what works and what doesn’t, we went directly to the source, asking sales professionals “what’s the most constructive suggestion you’ve ever […]


3 keys to collaboration for sales and marketing

3 keys to collaboration for sales and marketing

At Sales & Marketing 2.0 in San Francisco and B2B Marketing Forum in Boston last month a common theme emerged – the idea of putting the “and” back in sales and marketing. Now this is not a new concept, but it is clear that as technology continues to impact the way buyers buy (see Retooling in a Sales 2.0 World) […]