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 Keep Your Sales Team Focused in Good and Bad Times
Sales – The Good Times and The Bad TimesIn sales, the good times are usually when customers are receptive, sales are exceeding plan, bonuses are getting paid, and the sales team is motivated to stay and perform. The bad times are usually when customers prefer...
3 Sales Approaches to Get to the Real Decision Maker
The Challenge - Get to the Real Decision MakerWhile the acceptance of virtual and social selling has been a boon to sellers and buyers in some areas, sales teams continue to report the increasing difficulty of accessing true decision makers. This makes it more...
Top C-Suite Sales Mistakes to Avoid
Does Your Sales Team Avoid the Top C-Suite Sales Mistakes?Most business sales training workshops teach sales reps how critical it is to uncover both known and unknown customer needs in the sales process. Why? Because before you can offer meaningful solutions,...
How To Keep Sales Reps from Missing their Quota
Sales Reps, Listen UpDid you know that 50% of sales reps don't make their quota? This is not just a recent anomaly. This happened for five years in a row. Wouldn't you like to know how to keep sales reps from missing their quota? Why such a decline in quota...
The Importance of Doing Thorough Sales Discovery
Do your Sales Reps Know How to Do Thorough Sales Discovery?According to business sales training experts, when you’re discussing your range of products or services with a client prospect, you should spend a lot of time during the sales discovery process on the one you...
3 Strategic Sales Negotiation Tips from the Pros
Negotiating as a Key Sales SkillThere are many business sales training programs that purport to teach sales negotiation skills. And many are worthwhile. They teach a sound sales negotiation methodology and provide thoughtful practice scenarios that build...
