by Tris Brown | Jun 3, 2022 | Solution Selling
A Better Way to Sell — Turn Selling into Helping ClientsMost business sales training programs focus on advancing and closing deal. While this makes sense from a seller’s perspective, it is exactly the opposite of what buyers want and need to be successful. What would...
by Tris Brown | May 1, 2022 | Solution Selling
PersistenceSalespeople are taught to be persistent. Persistence is considered an asset. On the other hand, salespeople are human, and when a prospect says “no” — to a meeting or demo, or to the sale itself — we may be tempted to give up. Should you be a more...
by Tris Brown | Apr 5, 2022 | Solution Selling
Some Risk Is InevitableEvery business sales training expert knows that just about every purchase involves some level of risk — products may not function as advertised, software may not be fully adopted, and services may not fully deliver on their promise. That’s why...
by Tris Brown | Mar 3, 2022 | Solution Selling
A Sports AnalogyWhen you consider the question of what CEOs expect from sales managers, it’s hard to avoid a stereotypical sports analogy because it is so apt. Both sports coaches and sales managers are heavily evaluated on their wins. A winning record is what matters...
by Tris Brown | Feb 2, 2022 | Solution Selling
Back to Business Sales Training BasicsFor many sales teams, the pressure to meet quota at the end of a quarter or fiscal year can be enormous. While many sales leaders believe that at least two-thirds of their sales reps should consistently hit quota, we all know that...
