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Overcoming Objections in Sales: 4 Winning Tactics

Overcoming Objections in Sales: 4 Winning Tactics

by Michelle Richardson | Sep 22, 2023 | IMPACT Fundamentals, Negotiation, Sales Leader Blog, Sales Performance Improvement, Sales Pitches, Sales Training

Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their...

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Value-Based Selling: 7 Essential Tips for Sales Leaders

Value-Based Selling: 7 Essential Tips for Sales Leaders

by Russ Sharer | Aug 28, 2023 | IMPACT Fundamentals, Sales Leader Blog, Sales Performance Improvement, Sales Pitches, Sales Prospects, Sales Training

If you haven't already, it's time your sales team abandons outdated "used car sales" tactics to reach their quota....

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The 5 Characteristics of a Qualified Prospect

The 5 Characteristics of a Qualified Prospect

by Lee Richards | Jul 27, 2023 | IMPACT Fundamentals, Prospecting Skills, Sales Leader Blog, Sales Prospects

Most sales professionals today are spending much more time prospecting than they ever have before – and it's not an...

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The Top 7 Consultative Sales Approach Strategies for Your Sales Team

The Top 7 Consultative Sales Approach Strategies for Your Sales Team

by Michelle Richardson | Jul 17, 2023 | IMPACT Fundamentals, Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Prospects, Sales Strategy, Sales Training

In today’s marketplace, consultative selling is a critical differentiating factor. Competition is fierce and buyers...

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9 Best Types of Sales Questions (and How to Ask Them)

9 Best Types of Sales Questions (and How to Ask Them)

by Russ Sharer | Jul 14, 2023 | IMPACT Fundamentals, Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Training

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking...

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The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

by Russ Sharer | Jul 11, 2023 | IMPACT Fundamentals, Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Prospects

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions....

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Best Practices for Effective Sales Conversations

Best Practices for Effective Sales Conversations

by The Brooks Group | Jul 5, 2023 | IMPACT Fundamentals, Presentation Skills, Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Training

Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. But if...

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Unlock Tie-It-Up: The 6th and Final Key Fundamental of IMPACT Selling®

Unlock Tie-It-Up: The 6th and Final Key Fundamental of IMPACT Selling®

by Jennifer Banman | Jun 28, 2023 | IMPACT Fundamentals, Sales Coaching, Sales Leader Blog, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. Ask a Direct and Simple Question The U.S....

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Unlock Convince: The 5th Key Fundamental of IMPACT Selling®

Unlock Convince: The 5th Key Fundamental of IMPACT Selling®

by Russ Sharer | Jun 7, 2023 | IMPACT Fundamentals, Sales Coaching, Sales Leader Blog, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. The First Rule of IMPACT Selling® Is… We’ve...

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Unlock Apply: The 4th Key Fundamental of IMPACT Selling®

Unlock Apply: The 4th Key Fundamental of IMPACT Selling®

by Dan Markin | May 24, 2023 | IMPACT Fundamentals, Sales Coaching, Sales Leader Blog, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. Time To Persuade The first three steps of the ...

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