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...
Build Your Brand: Five Ways to Improve the Impression You Leave with Buyers
As business leaders, we know that vague concepts can be deal-killers – and something as essential to the seller-buyer...
Communicating With “Smart Intentionality”: How Empathy Continues to Win in a Post-Pandemic World
When the COVID-19 pandemic swept the world with its full fury, it quickly became evident that empathy would rule the...
Value-Based Selling: The Keys to a Successful ROI Discussion
Value-Based Selling: The Keys to a Successful ROI Discussion If learning how to sell in the “next normal” isn’t...
The 5 Step Formula for Handling Price Objections Like a Pro
“Your price is too high.” The dreaded reply that can trip up even the most seasoned salesperson and cause them to lose...
3 Ways Your Salespeople Can Make a Great First Impression with Prospects
People tend to be automatically suspicious of anyone trying to sell them something. That’s why one of the primary...
3 Ways Your Sales Rep’s Selling Style is Frustrating Your Buyers
Every salesperson will have a unique selling style and way they interact with prospects and customers. For most sales...
4 Customer Personality Types Your Sales Reps Must Be Able to Recognize
Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication...