SOLUTION SELLING TRAINING BLOGS

How to Handle This Year’s Top Sales Objection

How to Handle This Year’s Top Sales Objection

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...

Top Sales Competencies of High Performers

Top Sales Competencies of High Performers

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...

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5 Tips on How to Fill the Sales Pipeline

5 Tips on How to Fill the Sales Pipeline

Still a Challenge to Fill the Sales PipelineEven though technology has vastly improved both the efficiency and access to the information your sales team can use to connect with qualified prospects, it’s still difficult to make meaningful connections and fill the sales...

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4 Moves That Separate Top B2B Sellers

4 Moves That Separate Top B2B Sellers

On Most Sales Teams, Only a Small Percentage Are OutstandingWinning new business is challenging.  Buyers are more informed, have more alternatives, are under more pressure, and have higher expectations than ever before.  Unfortunately, research from Xactly tells us...

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How to Create Trust with Customers Faster

How to Create Trust with Customers Faster

Trust Matters in SalesTrust is an essential component of a successful sales equation.  When buyers trust sellers, they give them access, they listen to them, they spend time with them, they depend upon them and, ultimately, they buy from them.  What would happen to...

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