How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step,...
How To: Get Your Price
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Tips for Working Through Objections to Your Pitch
As a salesperson, you may be familiar with the bane of a sales pitch; objections. Sales reps might make their livings...
What To Add To Your Sales Presentations
A sales presentation is one of the most vital aspects of a sales pitch. During an effective presentation, you make...
How To: Sell Against Lower-Priced Competition
Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify...
The 5 Keys to a Successful Sales Process
What exactly is a sales process and how is it different from a sales methodology? Which do you need to focus on to get...
5 Tips for Selling to Executive Decision Makers
The key to success in sales isn’t just getting in front of the right people. The key is to make sure you’re...
Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick
In the famous science fiction franchise “Star Trek,” space was considered the final frontier. At The Brooks...
Navigating the Difficult Journey: Practical Advice to Win at Negotiations
From the dawn of humanity, we can assume, there was someone who was creative enough to make a needed product – perhaps...
Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits
For those who are charged with selling a technical or highly specialized product or service, it’s understandable that...
Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes
I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales...