It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
Selling to Purchasing Managers
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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...
Five Steps to Awaken the Dead Deal
There’s nothing more satisfying than the afterglow of a solid sales presentation. You are certain you’ve knocked it...
Avoid These Five Pitfalls and Be an ROI Champion
There was a time, perhaps, when a glowing smile, a handshake, and a swipe of the pen was all it took to renew a year...
The Two Words You Can Use Today to Foster Sales Harmony
When Aretha Franklin sang about “Respect,” she, undoubtedly, was thinking about the importance of harmony between...
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...
Active Listening in the Age of Virtual Selling
Video conferencing has been a boon to sales professionals during the age of virtual selling – a saving grace that has...
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...
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...
Shopping for Sales Pros: Now is a Great Time to Optimize Your Team
It’s a buyers’ market right now – and talented sales professionals are among the available resources looking to prove...