Successful sales teams follow a sales process. Research shows that 95% of successful teams closely adhere to their...
Sales Process Steps: 6 Habits of Winning Sales Teams
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Connecting with Sales Prospects: 5 Practical Tips
Connecting with sales prospects is the first step on the path to closing deals. Your team needs to continually make...
How to Improve Sales Prospecting Emails
77 out of 100 prospecting emails never get opened. Ouch. Email prospecting is one of the most common ways to reach new...
5 Characteristics of a Qualified Prospect
Most sales professionals today are spending more time prospecting than ever before—and it’s getting harder. 40% of...
4 Tips for Sales Prospecting Training That Makes an Impact
You know prospecting is a make-or-break skill. But did you know it’s one of the shared strengths of top sales...
How to Nail Sales Pre-Call Planning
Pre-call planning helps your sales professionals convert more prospects, yet many sales professionals either don’t do...
Active Listening Skills: Understanding Your Prospect’s Needs
Understanding your prospect’s needs is arguably the most critical aspect of being a successful salesperson. It goes...
51 Examples of Powerful Open-Ended Sales Questions
As a sales leader, meeting your organization’s revenue goal is job #1. That means helping your sales professionals be...
Highly Effective Prospecting Techniques for Your Sales Team
In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying...
Selling to the C-Suite: Strategies for Reaching Executive Decision Makers
Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important...