by Tris Brown | Nov 3, 2021 | Solution Selling
The Challenge – Get to the Real Decision MakerWhile the acceptance of virtual and social selling has been a boon to sellers and buyers in some areas, sales teams continue to report the increasing difficulty of accessing true decision makers. This makes it... 
by Tris Brown | Oct 4, 2021 | Solution Selling
Does Your Sales Team Avoid the Top C-Suite Sales Mistakes?Most business sales training workshops teach sales reps how critical it is to uncover both known and unknown customer needs in the sales process. Why? Because before you can offer meaningful solutions,... 
by Tris Brown | Sep 1, 2021 | Solution Selling
Sales Reps, Listen UpDid you know that 50% of sales reps don’t make their quota? This is not just a recent anomaly. This happened for five years in a row. Wouldn’t you like to know how to keep sales reps from missing their quota? Why such a decline in... 
by Tris Brown | Aug 3, 2021 | Solution Selling
Do your Sales Reps Know How to Do Thorough Sales Discovery?According to business sales training experts, when you’re discussing your range of products or services with a client prospect, you should spend a lot of time during the sales discovery process on the one you... 
by Tris Brown | Jul 1, 2021 | Solution Selling
Negotiating as a Key Sales SkillThere are many business sales training programs that purport to teach sales negotiation skills. And many are worthwhile. They teach a sound sales negotiation methodology and provide thoughtful practice scenarios that build...