Right B2B Buyers: 5 Steps to Drive Growth
Focus on the Right B2B Buyers in 5 Research-Backed StepsIn B2B solution selling, revenue and win rate do not increase from chasing more prospects. Trying to be all things to all people dilutes focus, value, and differentiation. Profitable growth comes from targeting...
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...
Top Sales Leadership Skills
Top Sales Leadership Skills Make a DifferenceIt usually takes a massive and concerted effort across an entire organization to create and sustain high growth. But did you know that much of your sales success depends on the sales leadership skills of your sales leaders?...
How to Be a More Consultative Sales Rep
Consultative Sales Rep, Really?The idea of being a consultative sales rep is not new. In fact, you’ve probably read a lot about how to be more consultative with clients and prospects. Maybe you’ve even attended a solution selling training or business sales training...
The Neuroscience of Sales Questions
The Power of Questions and the Neuroscience of Sales QuestionsDid you know that simply asking a question tends to monopolize the thoughts of your listener? The neuroscience of sales questions fascinates us because of a phenomenon called “instinctive elaboration”...
