Sales Process
1 Answer
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
If you're getting objections that early in the sales process, it's a red flag. It's critical in sales to disqualify and to do it as early as possible. Time is your greatest asset. Of course, if your prospect is asking questions or voicing concerns as part of their due diligence, answer and addres......Read More
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1 Answer
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
"How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?" It's so easy to confuse surface level challenges that often times only impact users as the actual "pain" that the company is experiencing. The C-Suite at your prospect's organiz......Read More
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1 Answer
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
First, you need to understand who your ideal customers are, what they are about, their typical challenges and what success means to them. Then, you need to understand how your product can align to address those challenges and/or support their success. It's critical that you understand who your id......Read More
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