For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes.
Six Remote Sales Trends to Watch in 2021
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Negotiating Your Number: Four Keys to Calibrating Today’s Expectations Against Tomorrow’s Hopes
“You must never confuse faith that you will prevail in the end—which you can never afford to lose — with the...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
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...
The Keys to Shortening Your Sales Cycle
For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...
Small Changes Make a Big Difference: How 1% Can Boost Your Bottom Line
In a world still awakening from a virtual economic shutdown, it’s tempting, as sales professionals, to try and do...
Protect Your “A” Players
If sales were a boxing match, you could equate the second quarter of 2020 to a seasoned heavyweight champion who has...
Avoiding Acts of Random Sales – How to Shift the Conversation from COVID
With an internal soundtrack fueled by Willie Nelson’s hit tune, “On the Road Again,” or perhaps with the melody of the...
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...