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Overcoming Objections in Sales: 4 Winning Tactics

Overcoming Objections in Sales: 4 Winning Tactics

by Michelle Richardson | Sep 22, 2023 | Sales Leader Blog, Sales Performance Improvement

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

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How to Roll Out a Sales Account Management Plan

How to Roll Out a Sales Account Management Plan

by Russ Sharer | Sep 7, 2023 | Sales Coaching, Sales Leader Blog, Sales Performance Improvement

I was once interviewed by a company that wanted me to start a new business unit. Before I accepted, I asked what type...

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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 | Sales Leader Blog, Sales Performance Improvement

If you haven't already, it's time your sales team abandons outdated "used car sales" tactics to reach their quota....

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Expert Insights on Using DISC Assessments to Build a Stronger Sales Team

Expert Insights on Using DISC Assessments to Build a Stronger Sales Team

by The Brooks Group | Aug 23, 2023 | Hiring Assessment, Sales Coaching, Sales Culture, Sales Hiring and Retention, Sales Leader Blog, Sales Performance Improvement

Assessments have gained immense popularity as a tool for understanding individual behavioral patterns, communication...

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The 5 Characteristics of a Qualified Prospect

The 5 Characteristics of a Qualified Prospect

by Lee Richards | Jul 27, 2023 | Prospecting Skills, Sales Leader Blog, Sales Performance Improvement

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

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4 Sales Team Motivation Ideas to Beat the Summer Slump

4 Sales Team Motivation Ideas to Beat the Summer Slump

by Lisa Rose | Jul 20, 2023 | Sales Compensation, Sales Leader Blog, Sales Performance Improvement

The summer season is here. Warmer weather, long weekends, and kids out of school likely means vacation mode for your...

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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 | Sales Leader Blog, Sales Performance Improvement, 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 | Prospecting Skills, Sales Leader Blog, Sales Performance Improvement

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 | Prospecting Skills, Sales Leader Blog, Sales Meetings, 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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The 9 Sales Negotiation Skills Your Reps Need Now

The 9 Sales Negotiation Skills Your Reps Need Now

by Russ Sharer | Jun 12, 2023 | Presentation Skills, Sales Leader Blog, Sales Performance Improvement

Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks...

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