by Tris Brown | Nov 1, 2022 | Solution Selling
Top Sales Leaders Create Revenue GrowthAccording to McKinsey, 1-in-4 companies did not grow at all over the last decade, and only 1-in-8 sales leaders create revenue growth of more than 10% percent. Our organizational alignment research found that aligned companies... 
by Tris Brown | Oct 3, 2022 | Solution Selling
Top Sales Leaders Invest in Sales CapabilitiesWhen sales start to lag, some sales leaders panic and look to business sales training as a silver bullet. But we know that training for training’s sake rarely cures the problem. After measuring over 800 sales training... 
by Tris Brown | Sep 2, 2022 | Solution Selling
Outmoded Sales ApproachesWe all are familiar with the traditional stereotype of the pushy salesperson who pitches their products, manipulates the conversation, and drives relentlessly toward closing the deal faster for their own self-interests. However, that... 
by Tris Brown | Jul 1, 2022 | Solution Selling
Sales Negotiation DefinedNegotiation is a discussion aimed at getting an agreement. When you add “sales” to the mix, the interaction becomes one where the parties hope to agree while at the same time they focus on optimizing their individual outcomes. The more you... 
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...