SOLUTION SELLING TRAINING BLOGS

Top Sales Competencies of High Performers

Top Sales Competencies of High Performers

High PerformersIf you’re a sales manager who wants only high sales performers, you want reps with top sales competencies and you’ve got a lot of company. Every sales manager’s dream is to work with a team of “A” sales players. And yet, there are few sales teams that...

How to Improve Business Sales Training

How to Improve Business Sales Training

Do You Need to Improve Business Sales Training?U.S. companies invest over $70 billion per year on business sales training, an average of almost $1,500 per salesperson and significantly more than developing employees in all other functions.  The question is, “How...

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The New Reality of B2B Selling

The New Reality of B2B Selling

The New Reality of B2B SellingThe world of B2B sales has been turned upside down.  The new reality of B2B selling has given customers access to enough information that buyers rely far less on a sales rep to educate and influence them early in the buying...

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How to Be Smarter at Sales Negotiations

How to Be Smarter at Sales Negotiations

Mutually Beneficial NegotiationsFor the kinds of negotiations that satisfy both parties and are likely to create value over time, you need to accept that win-win negotiations are more about cooperation and mutual benefit than confrontation and a zero-sum game.  Sure,...

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6 Sales Moves to Prepare for a Downturn

6 Sales Moves to Prepare for a Downturn

A Downturn is Coming at Some PointPundits tell us that, like the next earthquake, an economic recession is inevitable and on its way.  The good news is that for both disasters, natural and economic, the right preparation can minimize the negative effects.  Is your...

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