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Posts by Jeff Osness

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7 B2B Sales Follow-Up Strategies You Need to Implement Now

/ December 28, 2020 / Comments

B2B Sales Follow-Up Strategies

If you’ve been searching for effective B2B sales follow-up strategies, you’re in the right place! In this post, we share how to follow up with your prospects in multiple ways so you can increase the odds of closing a sale.

Effective follow-up is similar to walking on a tightrope. You must balance between playing it cool and being aggressive. If you’re too cool, you’ll never close the sale. If you’re too pushy, you’ll inadvertently push the sale away. You must find your “follow-up footing” or else you’ll trip and lose the sale every time. Read More…

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14 Cold Calling Tips to Increase Your B2B Sales

/ November 13, 2020 / Comments

Cold Calling Tips To Increase Your B2B Sales

Cold calling is right next to root canals on most people’s list of fun things to do. Who really wants to get rejected by strangers—repeatedly? Unless you’re a glutton for punishment, cold calling probably isn’t your favorite way to generate new leads. But here’s why cold calling matters: It’s quick, cheap, and wildly effective if you do it correctly. 

Think about it. Read More…

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4 Sales Tactics to Adopt and 4 to Abandon in 2020

/ September 24, 2020 / Comments

Any salesperson worth their salt will tell you the only tactics that matter are the ones that produce results. Just let data (and integrity) be your guide.

Anything likely to get your team making more sales or conversions is worth trying, and anything weighing your team down or driving customers away needs to be cut loose.

As customers grow wearier of old-school sales techniques, the key to making more sales is, ironically, to be less sales-like. Read More…

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5 ways to prepare for an important sales call or meeting

/ December 19, 2019 / Comments

prepare for a sales call

If you’re cold calling a lot of leads there’s just so much preparation you can do for each call.

Sure, you should invest time and money into generating targeted and qualified leads, but it may not be feasible to prepare for every call until you’re further down the funnel.

Once you get there, preparation is key.

The value of your prospect is now higher. You’ve already invested effort to get where you are today. So, what can you do to put your best foot forward? Read More…

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How to Respond When a Prospect Says, “I Don’t Have the Money”

/ October 11, 2019 / Comments

I don't have the money and other price objections

You’ve gone through your sales pitch, had a discussion about your product or service, answered some questions, and then you hear it.

“I don’t have have the money.”

This common objection might sound a little different, when you hear it:

  • I don’t have the money, right now.
  • We don’t have the budget for that.
  • That’s too expensive.
  • Oh no, I can’t afford that.

So, how do you handle price objections like these? Here are 6 smart strategies to add to your arsenal.

Let’s dive in…

1. Prevent the objection before it happens

The best way to handle this is to not let it come up in the first place.  Read More…

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