The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
updated 4mo ago
The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
Here is a very important truth: People buy when they are ready to buy, not when you are ready to sell. And this means, by definition, you have to be in front of folks when they’re ready to buy. In other words, you have to follow up with them . . . religiously!
from No B.S. Ruthless Management of People and Profits: No Holds Barred, Kick Butt, Take-No-Prisoners Guide to Really Getting Rich by Dan Kennedy
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
by Jeb Blount
Imagine instead those Daves got your help. Imagine you focused on those two leverage points - upselling and creating regular repeat buyers. You ignored their false belief that they needed more new business.
from Beyond the Agency Box by Frankie Fihn
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