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...
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...
The #1 Risk of Premature Sales Promotions
Risk of Premature Sales PromotionsThe temptation as a sales leader or sales manager is strong. You have a top solution seller on your sales team. Your vision is to have your “A player” take on the management and development of the sales team to reward them and to...
Deal Killing Sales Mistakes to Avoid
Deal Killing Sales Mistakes to Avoid at All Costs Experienced or not, sales reps know better. For one reason or another, however, they still make the same deal killing sales mistakes, and they end up missing their targets, losing big deals, and frustrating buyers. If...
Two Solution Selling Skills for a Competitive Edge
Two Solution Selling Skills Matter Most Sometimes the old ways are the best. But not in selling complex solutions to target clients. Experienced sales managers know that new solution selling skills are required to win because times have changed. Many of the solution...
How to Appreciate High Performing Sales Reps
Appreciate High Performing Sales Reps to Increase Engagement and Performance Do you know how to best appreciate high performing sales reps? Now that you are a sales leader, think back to your days as an individual contributor on the sales team. What types of rewards...
The Top 5 Sales Team Warning Signs
Sales Team Warning Signs of Customer DiscontentTry as you might, you continue to miss revenue targets. Could it be that your sales team is not doing a very good job at developing customer loyalty? Are you spending too much time trying to find new customers because...
