by Tris Brown | Sep 1, 2020 | Solution Selling
A Sales Rep-Centric Approach to ChangeThe value of customer centricity – the strategy of putting the customer at the center of efforts to grow the business – has been touted for decades. Organizations want to change best practices for sales organizations and... 
by Tris Brown | Aug 1, 2020 | Solution Selling
Building TrustThe best sales reps build trust. They understand the importance of building trust with their buyers because the sooner a prospective buyer trusts you, the sooner they’ll be ready to take your advice. It’s all a part of demonstrating that you want to help... 
by Tris Brown | Jul 1, 2020 | Solution Selling
Sales ObjectionsFrom a buyer’s point of view, a sales objection is a way to communicate to a seller a reason why they cannot buy from them. For a consultative seller, objections are hurdles that can occur at any point in the sales process and must be overcome. Sales... 
by Tris Brown | Jun 1, 2020 | Solution Selling
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... 
by Tris Brown | May 5, 2020 | Solution Selling
Building a High Performance Sales TeamHigh performance sales teams consistently deliver high performance results. To consistently deliver high performance results, sales leaders need salespeople with “can-do” attitudes that are aligned with a winning sales strategy...