For those who are charged with selling a technical or highly specialized product or service, it’s understandable that...
Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits
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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...
Sales Agility in a VUCA World: 10 Keys to Separating the Agile from the Fragile
It’s the turn of the 20th century, and like most salespeople of this era, you are riding a company horse from business...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
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...
