by Tris Brown | Jun 12, 2018 | Solution Selling
The 4 Biggest Sales Targets Mistakes to Avoid Setting Sales Targets Mistakes to AvoidNo sales leader ever claimed that setting realistic and achievable sales quotas was easy. But most sales managers make it more difficult (and failure-prone) than it needs to...
by Tris Brown | May 25, 2018 | Solution Selling
4 Ways to Avoid Sales Obstacles When the Stakes Are High 4 Ways to Avoid Sales ObstaclesWant to avoid sales obstacles customers throw in your way when the stakes are high? We know from sales leadership simulation assessment data that the secret is to first prepare...
by Tris Brown | Apr 25, 2018 | Solution Selling
The Leading Sales Metrics That Matter Most Leading Sales MetricsWe define leading sales metrics as measurements of key sales activities that are both predictable of the results you want to achieve and under your control to influence. We know from sales leader...
by Tris Brown | Mar 19, 2018 | Solution Selling
3 Sales Leadership Barriers to Success Salesperson vs. Sales LeaderSome sales leadership barriers to success certainly exist, but why do so many salespeople seem to lose all their common sense and sales expertise when they are promoted to sales leadership? Presumably...
by Tris Brown | Feb 28, 2018 | Solution Selling
Need Strategies for Overcoming Sales Objections? Just about every sales training program includes a section on strategies for overcoming sales objections. It’s certainly smart to anticipate what obstacles buyers may throw in your path. But it would be even smarter if...
