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IMPACT Selling®: How to Unleash Revenue Potential with Sales Team Training

IMPACT Selling®: How to Unleash Revenue Potential with Sales Team Training

by Dan Markin | Mar 25, 2024 | IMPACT Selling®, Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Strategy, Sales Training

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales...

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Sales Discovery Questions: Best Practices of Successful Sales Teams

Sales Discovery Questions: Best Practices of Successful Sales Teams

by Dan Markin | Mar 21, 2024 | IMPACT Selling®, Sales Leader Blog, Sales Performance Improvement

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions....

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10 Ways to Help Your Sales Team Use a Value-Based Selling Approach

10 Ways to Help Your Sales Team Use a Value-Based Selling Approach

by Michelle Richardson | Feb 27, 2024 | IMPACT Selling®, Sales Leader Blog, Sales Performance Improvement, Sales Training

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces...

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Why Sales Process Adherence Means Better Performance

Why Sales Process Adherence Means Better Performance

by Michelle Richardson | Feb 6, 2024 | IMPACT Selling®, Sales Hiring and Retention, Sales Leader Blog, Sales Performance Improvement, Sales Performance Research Center, Sales Process, Sales Training

Does your team have a sales process? If yes, great. That’s an important first step. But do your sellers follow it...

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4 Ways a Common Language Helps Ramp-Up New Sales Reps

4 Ways a Common Language Helps Ramp-Up New Sales Reps

by Michelle Richardson | Feb 1, 2024 | IMPACT Selling®, Sales Coaching, Sales Culture, Sales Hiring and Retention, Sales Leader Blog, Sales Performance Improvement

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that...

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Sales Training Tips: What Makes a Good Salesperson Great?

Sales Training Tips: What Makes a Good Salesperson Great?

by Dan Markin | Jan 2, 2024 | IMPACT Selling®, Sales Coaching, Sales Leader Blog, Sales Performance Improvement, Sales Training

The difference between a good salesperson and a great one is often subtle. You can’t usually point to a single skill...

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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 Selling®, 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 Spencer Wixom | Aug 28, 2023 | IMPACT Selling®, 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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9 Best Types of Sales Questions (and How to Ask Them)

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

by Spencer Wixom | Jul 14, 2023 | IMPACT Selling®, 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 Spencer Wixom | Jul 11, 2023 | IMPACT Selling®, 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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