Top Reasons Salespeople Win or Lose a Deal
We know from project postmortem results that sales success isn’t as random as many sales reps would lead you to believe. Whether a key sales deal moves forward or collapses, the outcome is typically rooted in predictable sales behaviors, actions, and perceptions —...
3 Strategic Sales Negotiation Tips from the Pros
Negotiating as a Key Sales SkillThere are many business sales training programs that purport to teach sales negotiation skills. And many are worthwhile. They teach a sound sales negotiation methodology and provide thoughtful practice scenarios that build...
Building the Sales Function of the Future
Looking AheadAre your sales reps still pitching products and benefits? If you want to drive profitable revenue growth, we hope your answer is NO! Build the sales function of the future because buyer expectations and competition have changed drastically over the last...
Are Your Sales Reps Spending Enough Time with Customers?
You Already Know ThisIntuitively, you as a sales rep know that the way you spend your time can have a direct relationship to how successful you are. No doubt you have been through time management courses that helped you understand how you can be more efficient and how...
How to Build Effective Sales Training Programs
Are You Getting the Payoffs of Effective Sales Training Programs?On average, companies invest $1,500 per salesperson in business sales training to improve B2B sales skills. Unfortunately, most sales leaders are not seeing direct sales performance improvement in terms...
Why B2B Team Selling Creates Higher Performance
Individual vs. B2B Team SellingHow is sales performance measured and rewarded at your company? For decades, the emphasis was clearly placed on how well you did as an individual sales rep. Individual sales commissions and associated perks drove individual quota...
How to Build Better Sales Relationships with Customers
Establishing RapportRapport is what salespeople seek to establish in their relationships with customers. Business sales training experts know that rapport is the positive connection between people that is characterized by the kind of mutual understanding that promotes...
