Right B2B Buyers: 5 Steps to Drive Growth
Focus on the Right B2B Buyers in 5 Research-Backed StepsIn B2B solution selling, revenue and win rate do not increase from chasing more prospects. Trying to be all things to all people dilutes focus, value, and differentiation. Profitable growth comes from targeting...
Win a Competitive Sales Situation: 6 Key Steps
How to Win a Competitive Sales SituationIn a competitive sales situation, some approaches matter more than others. It is rarely as simple as having the superior offering. Business sales training research tells us that buyers are more informed, under intense pressure...
Effective Sales Training Changes Behavior and Drives Revenue
How Effective Sales Training Changes Selling Behavior — and Drives Measurable Revenue Impact Sales training is often mistakenly treated as a knowledge transfer exercise. New sales frameworks are introduced, sales skills are demonstrated, and sales teams leave...
How to Overcome Customer Indecision: 5 Practical Strategies
How to Overcome Customer Indecision: Practical Strategies That Move Deals ForwardCustomer indecision increases sales cycle time, drains resources, and frustrates sales teams. Even well-qualified prospects armed with clear pain points can stall. Buyer hesitation is...
How to Leverage Board Members for High Quality Sales Referrals
How to Leverage Board Members for High Quality Sales ReferralsSecuring high-quality sales referrals from board members with strategic networks can make or break your sales strategy. When activated properly, board connections can open doors to decision-makers that...
6 Research-Backed Steps to Design Effective Sales Training for Teams
How to Design Effective Sales Training for TeamsDone right, business sales training can make or break an organization’s ability to thrive and grow. Done well, effective sales training for teams equips teams with the right sales skills, behaviors, and confidence to...
How to Uncover and Meet Unstated Buyer Needs
Most sales teams excel at addressing what customers say they want regarding specific features, budgets, and business objectives. But the most impactful differentiator in competitive markets lies beneath the surface. High performing sales teams consistently uncover...
