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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Sales Training: “Overcoming the Deadzone” with Content

Posted by Jamie Shanks on Apr 20, 2014 1:14:13 AM


Sales TrainingIf there is one idea you take from social selling to pass for sales training to your sales reps in 2014 – MAKE IT THIS ONE!

The problem your reps are having:
The buyer is going Black Ops dark on your sales reps during the proposal-to-close phase of the buying process. What was supposed to be “they asked us to call them next week” turns into “I’ve been calling them for 6 weeks, with no response!”


How your sales reps are traditionally reacting to it:

Handling the Deadzone

What are you going to do about it?
Teach them the “Deadzone,” a hellish period in the buying process where there’s an uncomfortable silence from the buyer. Guess what, it’s going to happen. The question is, are your sales reps going to be PESTS or INFLUENCERS?

Overcoming this issue requires your sales reps to find great content, and matching ideas to help the buyer in their very specific stage of their buying process.

What tools can your sales reps use to find this content?
1. Your company blog, if you’re doing a proper job
2. Twitter
3. LinkedIn Publishing (Articles)
4. YouTube

What could the end results be?

Overcoming the Deadzone

Ask yourself, “Are my sales reps sharing content with buyers all the way through the sales process?"

9 Step Thumb10 Step Book Jamie Shanks Social Selling Talks


Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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