How to Be a More Consultative Sales Rep
Consultative Sales Rep, Really?The idea of being a consultative sales rep is not new. In fact, you’ve probably read a lot about how to be more consultative with clients and prospects. Maybe you’ve even attended a solution selling training or business sales training...
The Neuroscience of Sales Questions
The Power of Questions and the Neuroscience of Sales QuestionsDid you know that simply asking a question tends to monopolize the thoughts of your listener? The neuroscience of sales questions fascinates us because of a phenomenon called “instinctive elaboration”...
How to Decrease Your B2B Sales Cycle
Decrease Your B2B Sales CycleDepending upon the complexity and deal size, B2B companies take 2 to 12 months on average to win a new customer. What if you could significantly decrease your B2B sales cycle and close new deals faster – especially the ones where the...
How to Get Above the Sales Noise
Knee-Jerk ReactionsWe all do it — react to something automatically. We respond to a question or situation without thinking, in a very predictable way. Somehow we have to find a way to get above the sales noise of others. When you use ineffective or self-centered...
The Best Consultative Sales Questions to Grow Accounts
The Best Consultative Sales Questions to Grow AccountsTop solution sellers who know how to ask effective sales questions consistently outperform their peers. They understand that the right sales questions at the right time shift the focus from what they have to offer...
How to Call Higher to Win Bigger Deals
Why Call Higher to Win Bigger DealsWe know from our executive sales training data that very few C-Level executives actually make the majority buying decisions. So, is it worth all the time and effort to set up meetings with C-Level executives who have varied roles in...
Sales Game Plan for Growth
Sales Effectiveness – Do You Have the Right Sales Game Plan for GrowthBe honest. How much time do your sales reps spend on sales pre-call planning? Data from multiple sources tells us that sales reps spend less than 10% of their time on preparing and planning to win...
