Marguerite Zimmerman & Momentium featured on B2B Sales Geniuses B2B Sales Geniuses is a quickly-growing learning resource for salespeople in the business-to-business sector, and features leading experts in the field. Earlier this month, Marguerite Zimmerman (Founder & CEO of E=MZ2) was invited on to discuss innovations in sales training, as well as share tips on…
Two habits that drive success for sales teams Your salespeople are driven by many different goals. There are extrinsic motivators, such as bonuses, commissions, and awards, as well as intrinsic motivators, like a competitive spirit and the drive to succeed. Whether or not someone is successful in sales depends on the types of habits they…
Maximizing Moments That Matter – Being Prepared for Sales Calls To ensure we can make the best use of each communication moment we have with a prospect or customer, here are a few tips to streamline “being prepared”: Identify the industries or sectors you work with most. Develop a file (electronic or a binder, your…
Essential Tools to have in your Sales Toolbox Here are a few tips to help you get started in adding examples or stories to your toolbox or playbook: Reflect on situations with your customers when you helped them solve a problem or leverage an opportunity. List these customer situations. Aim to get a minimum of…
In modern sales calls, the conversation is driven by the questions your salespeople ask. Questions should be designed to uncover purchase criteria, preferences in the product or service, and also buyer limitations and needs. Here are three things your salespeople should be able to answer after a sales call. What was the buyer’s need?…
The most important question your salespeople can ask any prospect Any salesperson knows their job is to help the buyer make a decision; in other words, to help guide the buyer to an informed ‘yes’ or ‘no’. However, sales calls can be limited by time, patience and a lack of understanding of the client’s needs.…
