B2B Sales - Transformative Sales Systems

Why “Just Checking In” Is Killing Your Sales Follow-Up

Why Sales Follow-Up Matters Sales follow-up is one of those areas where salespeople often think they are doing the right thing because they are doing something. They made the call. They sent the proposal. They followed up. They sent another email. They left a voicemail. On the surface, it looks like activity…but when you look […]

Building trust in sales by bridging the gap between generic sales claims and buyer concerns about proof, risk, business impact, and confidence.

Why Prospects Don’t Believe Your Sales Team – Building Trust in Sales

Leave a Comment / Sales Leadership, B2B Sales, Consultative Selling, Fractional Sales Management, Sales Management, Sales Process / Anthony Nicks

Your prospect may not come right out and say they do not believe your salesperson, but their behavior may be telling you the truth. They delay. They ask for more information. They want to “think about it.” They compare you to cheaper options. They stop responding after the proposal. They ask for references late in

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