SOLUTION SELLING TRAINING BLOGS

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...

Do You Need to Improve Business Sales Training?U.S. companies invest over $70 billion per year on business sales training, an average of almost $1,500 per salesperson and significantly more than developing employees in all other functions.  The question is, “How...

The New Reality of B2B SellingThe world of B2B sales has been turned upside down.  The new reality of B2B selling has given customers access to enough information that buyers rely far less on a sales rep to educate and influence them early in the buying...

Mutually Beneficial NegotiationsFor the kinds of negotiations that satisfy both parties and are likely to create value over time, you need to accept that win-win negotiations are more about cooperation and mutual benefit than confrontation and a zero-sum game.  Sure,...

The ProblemThe problem for so many sales managers is how to design a motivational sales compensation plan that keeps sales reps motivated to perform.  It’s a delicate balance between: Setting quotas high enough to challenge the best solution sellers but low enough to...

What Is a Compelling Sales Trigger to BuyExperienced salespeople know that sales success is all about relevance, access, and timing.  Your chances of success are greatly increased if you can contact the right person, at the right time, with the right need that matches...