Top Reasons Salespeople Win or Lose a Deal
We know from project postmortem results that sales success isn’t as random as many sales reps would lead you to believe. Whether a key sales deal moves forward or collapses, the outcome is typically rooted in predictable sales behaviors, actions, and perceptions —...
How to Master the Right Sales Mindset
How to Master the Right Sales MindsetExperienced sales leaders know that successful solution selling isn't just about having the right product or service — it's about embodying the right sales mindset. With every interaction, sales professionals have the opportunity...
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...
Audience Insight in Sales Presentations – 3 Keys to Unveiling the Power
Do You Invest the Time Required to Know Your Audience Before Your Sales Presentation?We know from sales presentation skills training participants that influence and impact lies not just in the message but also in the profound understanding of your audience. In fact,...
Steps for a Winning Sales Presentation
One Final Hurdle - Steps for a Winning Sales PresentationYou and your sales team have been working a major deal for months, made it to the final round, and need to nail your high stakes sales presentation. Your audience will consist of high-level decision makers who...
Sellers Need to Talk Less to Sell More
Do Your Sellers Need to Talk Less to Sell More?Sales leaders know that sellers need to talk less to sell more. And top solution sellers know what happens when they drone on about themselves and their stuff (i.e., their products, their benefits, and their features) —...
How to Handle Customers Who Want More Information
Customers Who Want More Information Are Not Always BuyersEver have potential customers who want more information before they can make a buying decision? Their request may simply be a delaying tactic or to satisfy another stakeholder who wants to know how your product...
