It’s Hard to Sell Solutions: What to Do About It
Why It’s Hard to Sell Solutions – And What to Do About ItIt’s hard to buy solutions, and it’s hard to sell solutions. Selling solutions — especially complex solutions — is getting tougher, and it’s not just because of increased competition. According to Worldwide...
6 Sales Moves to Prepare for a Downturn
A Downturn is Coming at Some PointPundits tell us that, like the next earthquake, an economic recession is inevitable and on its way. The good news is that for both disasters, natural and economic, the right preparation can minimize the negative effects. Does your...
The Top 3 Ways to Get Access to Executive Decision Makers
Access to Executive Decision Makers One of the first steps in any sales process is getting a meeting with your target buyer. Most sales strategies try to go as high in a company as you can, but it is becoming more and more difficult to gain access to executive...
4 Steps to Better Meet Sales Quota
Meet Sales Quota? More than Half Don'tAccording to Salesforce’s latest annual State of Sales report, 57% of sales reps miss quota and only 16% expect to exceed quota. Something’s not working right. What’s Going On?We have worked with over 15,000 reps in the last...
6 Field-tested Sales Negotiating Tips to Deal with Jerks
Sales Negotiating Tips to Deal with Jerks How do you effectively handle people at the negotiating table who are aggressive, intimidating jerks? Most of us are familiar with a proven sales negotiation strategy that aims for a win-win when the two sides are reasonable...
Bad Sales Habits that Undermine Productivity
Sales Productivity Has your team gotten into bad sales habits? Is your sales team performing at its peak? Are your reps missing quota despite complaining about how hard they are working? If so, it’s your job as sales leader to get your team back on the right track....
Boost Sales Training Effectiveness through Technology
Boost Sales Training EffectivenessBoost sales training effectiveness because sales training is nowhere near as effective as it should be. In fact, the probability of training alone having a tangible business impact is slim. This is why: based upon measuring over 800...
