How to Build Trust with New Sales Prospects
4 Verbal Cues and 7 Steps to Build Trust with New Sales Prospects Sales management training experts know that trust is the cornerstone of successful relationships. Without it, even the best products and services can fall flat during the sales process. The ability to...
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...
The Top 3 Levers to Speed Up Your Sales Cycle
Speed Up Your Sales CycleWe define the beginning of the sales cycle when you make initial contact with a target prospect and the end when the prospect makes a buying decision – hopefully in your favor. The key is defining how to speed up your sales cycle in a way...
