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How to Succeed as a Territory Sales Manager

Salesforce

They use customer relationship management (CRM) software — typically equipped with AI and automation tools — to schedule calls, update customer and lead details, and keep track of outreach. In particular, focus on relationship building, upselling and cross-selling opportunities, and hitting your sales quotas.

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What Is the Challenger Sales Methodology? Steps, Examples, and Tips

Salesforce

This is different from other sales techniques where you’d begin by engaging in relationship-building chatter, such as inquiring about the buyer’s weekend plans. Pull in real-time data to understand relevant industry updates happening in the news. They are telling, not asking, about the buyer’s problems.

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An Essential Guide to Using the MEDDIC Sales Framework

Salesforce

A good Customer Relationship Management (CRM) tool is crucial here. Equip your team with the right tools: In order to use MEDDIC successfully, you need a good way to keep track of all your customer data.

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How to Negotiate Your Next Sales Contract: 9 Tips for Success

Salesforce

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. A CRM such as Sales Cloud can help you nurture leads and track sales KPIs throughout negotiations.