How Much Should You Push a Customer in Sales?
We know from our sales leadership simulation assessment data that the best salespeople consistently strike the right balance with their ideal target clients. While some sales experts tout that you should push a customer in sales by debating and challenging, our data...
Impact of Sales Coaching Programs
The Impact of Sales Coaching Programs Matters One of the most effective ways to improve sales performance is through the impact of sales coaching programs designed for your specific sales strategy and unique sales culture. Based upon over 800 sales training...
5 Ways to Increase New Sales Rep Speed to Productivity
Do You Need to Increase New Sales Rep Speed to Productivity? Most sales leaders who need to hire top sales talent to meet growth targets, are anxious to increase new sales rep speed to productivity. We define productivity as meeting or exceeding sales quota and...
How to Chose The Right Sales Manager for Sales Team Success
The Right Sales Manager for Sales Team Success If you are serious about setting up your solution selling team to succeed, make sure you select the right sales manager to lead them. Though the sales manager in the cartoon above may not seem to be actively involved in...
3 Proven Ways to Sell More
Proven Ways to Sell More Based Upon High Growth Companies In all our 30 years of working with sales leaders, we have never met one that did not want their sales team to reach higher and faster. And we know from solution selling training participants that "higher and...
Solution Selling Success: Set Yourself Apart through Differentiation
Solution Selling Success Requires Differentiation To have solution selling success, you need to set yourself apart. To grow the top line, it’s all about differentiating your company and your solutions from the rest of the pack. In essence, you need to answer the...
Selling Is Not About Chasing Money – 5 Tips
Selling Is Not About Chasing Money. It Is About Helping Clients to Succeed Yes, salespeople are measured by the amount of revenue that they generate. But effective sales leaders know that successful solution selling is not about chasing money. It is about helping...
