Tire kickers in sales: 10 ways to spot them quickly + 7 methods to avoid them
sales

Tire kickers in sales: 10 ways to spot them quickly + 7 methods to avoid them

Tire kickers often have similar issues—they’re not ready to purchase now, they’re only looking for a deal, or they’re ignorant of the purchase process. Don’t worry: there are fast ways to identify tire kickers and get them out of your sales pipeline.
Steli Efti
12 min read
Customer profile analysis: Methods and hacks to boost your sales process
qualifying

Customer profile analysis: Methods and hacks to boost your sales process

Ready to turn your ideal customer profiles into something that actually helps your sales team close more deals? Discover our customer profile analysis hacks to gather & understand data, and use it to boost revenue.
Amy Copadis
14 min read
Ideal customer profile vs buyer persona: What’s the difference?
qualifying

Ideal customer profile vs buyer persona: What’s the difference?

The eternal debate of ideal customer profile vs buyer persona finally has an answer. Learn about the main differences between these two types of personas, and find out which one is right for your business.
Steli Efti
7 min read
Customer intimacy: How an ICP unlocks insights that drive revenue
qualifying

Customer intimacy: How an ICP unlocks insights that drive revenue

How can an ideal customer profile help you build customer intimacy within your company, as well as drive new revenue? Learn what an ICP can do for you + 7 innovative ways to use it.
Steli Efti
10 min read
How to use the past (and future) to close more deals
qualifying

How to use the past (and future) to close more deals

Great salespeople take their prospects on a journey through time. They don’t just focus on the present—they focus on the past and future, too.
Steli Efti
3 min read
42 B2B qualifying questions to ask sales prospects
sales

42 B2B qualifying questions to ask sales prospects

Everything you need to know about qualifying can be summarized with two questions: Can I help them? And can they help me? This is what we call selfless and selfish qualification. If you can say yes to both questions, you’ll never close a bad deal again.
Crystal Williams
13 min read
The Back to the Future sales hack
qualifying

The Back to the Future sales hack

Great sales people take their buyers on a journey through time. Today, I'll share some simple questions with you that you can use to gain a deeper understanding of your prospective customers. I promise you that this 'rhetorical time traveling' will help you to close more deals.
Steli Efti
3 min read
Buyer refuses to answer your questions? Do this!
pitching

Buyer refuses to answer your questions? Do this!

I recently got an email from Vivek, one of my blog readers, who had to pitch to a massive car company. It was a high-pressure sales situation for Vivek. The stakes were high as a lot depended on this deal and he had just one shot.
Steli Efti
5 min read