Sales Prospecting

6 Key Strategies For Selling To Large Companies In The Construction Industry

6 Key Strategies For Selling To Large Companies In The Construction Industry

Large construction firms are an obviously attractive target for many B2B sales organizations. By the year 2020, the global construction market is forecast to be worth approximately $10.3 trillion, and the vast majority of these companies are constantly searching for new ways to enhance productivity, reduce costs, and streamline operations. Opportunities abound currently, and they … Continued

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5 Common Mistakes Salespeople Make When Prospecting SaaS Customers

5 Common Mistakes Salespeople Make When Prospecting SaaS Customers

Selling software-as-a-service can be a challenge for many salespeople. If you’re not prospecting well enough, however, it can be almost impossible. Here are five common mistakes salespeople must avoid when selling SaaS solutions: 1. Not Digging Into Their Current Solution A common objection is that prospects are already happy with their current vendor. Many salespeople … Continued

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23 Thought Leaders Answer: What’s Your #1 Tip for a Successful First Meeting with a Prospect?

23 Thought Leaders Answer: What’s Your #1 Tip for a Successful First Meeting with a Prospect?

You worked so hard to get the appointment. Constantly poring over documents, dealing with scheduling blunders, jumping hoops to get some airtime with a decision maker. Finally, you got it. You know you’re over the easy part. Here’s the real challenge. How do you make the first meeting count? How do you take this prospect … Continued

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