For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes.
Six Remote Sales Trends to Watch in 2021
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Negotiating Your Number: Four Keys to Calibrating Today’s Expectations Against Tomorrow’s Hopes
“You must never confuse faith that you will prevail in the end—which you can never afford to lose — with the...
6 Steps to Creating a Successful Sales Business Plan
In a study cited by Forbes, sales reps who strategically plan their activities spend 18.9% more time selling than...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
Five Steps to Awaken the Dead Deal
There’s nothing more satisfying than the afterglow of a solid sales presentation. You are certain you’ve knocked it...
Avoid These Five Pitfalls and Be an ROI Champion
There was a time, perhaps, when a glowing smile, a handshake, and a swipe of the pen was all it took to renew a year...
Selling to the C-Suite: Five Keys to Success
The boss, truly, is in charge. If selling during the pandemic has taught sales leaders anything, it’s that many of our...
The Two Words You Can Use Today to Foster Sales Harmony
When Aretha Franklin sang about “Respect,” she, undoubtedly, was thinking about the importance of harmony between...
Small Changes Make a Big Difference: How 1% Can Boost Your Bottom Line
In a world still awakening from a virtual economic shutdown, it’s tempting, as sales professionals, to try and do...
Protect Your “A” Players
If sales were a boxing match, you could equate the second quarter of 2020 to a seasoned heavyweight champion who has...