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Category sales

How to Use BANT to Qualify Sales Prospects in 2021

One in five salespeople say the hardest part of their job is qualifying prospects. That’s kind of worrying, because it’s also one of the most vital elements of the sales process. Get your qualification wrong, and you’ll waste a ton of time speaking to prospects who were never a good fit for your product in …

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How to Execute the Challenger Sales Model

As salespeople, we like to picture the sales process a little like this: We reach out to a prospect Through subtle questioning and persuasion, we identify their business challenges and position our product as the solution Convinced by our expertise, they buy from us But in reality, it doesn’t normally go like that. In fact, …

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