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McDonell Consulting Group, LLC | Baltimore & Bel Air, MD

Sales Process

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

 

If you are like most salespeople, you have heard of DISC during your career. Perhaps it was part of a company team-building exercise or something HR (Human Resources) had you complete during the hiring and onboarding process. It was interesting, kind of fun at the time, and something that you likely haven’t given much thought to since. But what if today you learned that fully understanding DISC and applying it to each of your sales appointments could put more deals in your pipeline, progress them more quickly, and help you close deals faster?

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 

 

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling.

 

Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly.

 

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients.

 

Mike Montague interviews Jason Campbell, Host of Impact at Work and Superhumans at Work, a Mindvalley Podcast. Author of Upcoming book on Selling with Love, on How to Succeed at Selling with Love