by Tris Brown | Oct 31, 2025 | Solution Selling
How to Overcome Customer Indecision: Practical Strategies That Move Deals ForwardCustomer indecision increases sales cycle time, drains resources, and frustrates sales teams. Even well-qualified prospects armed with clear pain points can stall. Buyer hesitation is... 
by Tris Brown | Sep 30, 2025 | Solution Selling
How to Leverage Board Members for High Quality Sales ReferralsSecuring high-quality sales referrals from board members with strategic networks can make or break your sales strategy. When activated properly, board connections can open doors to decision-makers that... 
by Tris Brown | Aug 31, 2025 | Solution Selling
How to Design Effective Sales Training for TeamsDone right, business sales training can make or break an organization’s ability to thrive and grow. Done well, effective sales training for teams equips teams with the right sales skills, behaviors, and confidence to... 
by Tris Brown | Jul 31, 2025 | Solution Selling
Most sales teams excel at addressing what customers say they want regarding specific features, budgets, and business objectives. But the most impactful differentiator in competitive markets lies beneath the surface. High performing sales teams consistently uncover... 
by Tris Brown | Jun 17, 2025 | Solution Selling
We know from project postmortem results that sales success isn’t as random as many sales reps would lead you to believe. Whether a key sales deal moves forward or collapses, the outcome is typically rooted in predictable sales behaviors, actions, and perceptions —...