Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their...
Overcoming Objections in Sales: 4 Winning Tactics
read more
Value-Based Selling: 7 Essential Tips for Sales Leaders
If you haven't already, it's time your sales team abandons outdated "used car sales" tactics to reach their quota....
The 5 Characteristics of a Qualified Prospect
Most sales professionals today are spending much more time prospecting than they ever have before – and it's not an...
The Top 7 Consultative Sales Approach Strategies for Your Sales Team
In today’s marketplace, consultative selling is a critical differentiating factor. Competition is fierce and buyers...
9 Best Types of Sales Questions (and How to Ask Them)
I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking...
The Ultimate Guide to Asking Open-Ended Questions on Sales Calls
To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions....
Best Practices for Effective Sales Conversations
Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. But if...
Unlock Tie-It-Up: The 6th and Final Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. Ask a Direct and Simple Question The U.S....
Unlock Convince: The 5th Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. The First Rule of IMPACT Selling® Is… We’ve...
Unlock Apply: The 4th Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. Time To Persuade The first three steps of the ...