4 Steps for Awesome Team Selling
When a sales rep has to rely on other members of the company to assist on a sales call, complications... Read More
5 Things Never to Say On A Sales Call
There are salespeople, sales leaders and sales trainers using outdated statements and questions to this day that alienate the buyer... Read More
How a 4-Letter Word Dramatically Transformed a Sales Reps Career
The words we say can have a powerful impact on people – positively or negatively; not only to others, but... Read More
How a Handoff Can Save Your Largest Account
Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap... Read More
Use Nurture Selling to Stay in Front of Prospects
Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years... Read More
How Long Should We Cling to our Sales Process?
It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it... Read More
How Skipping One Step Derailed an Entire Sales Team
Every step of the sales process is important, even if the sale cycle is short. Be wary of skipping steps.... Read More
How to Handle Sales Calls That Get Cut Short
What do you do when your appointment gets cut to only five-minutes? Every experienced salesperson eventually finds themselves cut short... Read More
4 Vital Questions to Answer Before Discounting
What are the right circumstances to discount the price? Before your next sales opportunity get’s to the pricing questions, here... Read More
3 Amazingly Simple Things That Could Land Your Next Big Account
Five out of six salespeople failed do these very simple things; and they lost a big sale. Seventeen leaders representing... Read More
5 Things to Eliminate from Your Sales Meetings Right Now
Just because you call it a sales meeting, doesn’t mean it is. Most sales managers don’t actually hold sales meetings…... Read More
3 Battle-Tested Sales Strategies from “The Patriot”
Identifying even the smallest distinctions between you and your competitors can make the difference between winning and losing. The Patriot... Read More
Improve Your Sales Coaching Results: Avoid These 7 Mistakes
You think you’re coaching. However, you may be preventing your sales reps from developing their skills. If you really want... Read More
3 Taboos to Avoid on a First Appointment
All to often salespeople say things that really erode trust when they conduct their first sales call with a new... Read More
6 Habits that Hurt Your Sales Pipeline
Old sales habits are difficult to change. The health of your pipeline of prospects is worth the effort. Content contributors love to... Read More
5 Stellar First-Appointment Questions
You only get one first appointment with a prospect—never waste one again. If you don’t have a list of questions... Read More
7 Questions to Gut Check Your Sales Process
Your sales process should be the path of least resistance to maximum sales. Don’t let your sales process grow cold.... Read More
6 Questions To Help You Sell Like a Champion
Drive more sales with these consultative selling questions that draw out the buyers needs, desires and wishes. Asking good questions... Read More