How to Leverage Board Members for High Quality Sales Referrals
How to Leverage Board Members for High Quality Sales ReferralsSecuring high-quality sales referrals from board members with strategic networks can make or break your sales strategy. When activated properly, board connections can open doors to decision-makers that...
What CEOs Expect from Sales Managers
A Sports AnalogyWhen you consider the question of what CEOs expect from sales managers, it’s hard to avoid a stereotypical sports analogy because it is so apt. Both sports coaches and sales managers are heavily evaluated on their wins. A winning record is what matters...
4 Questions to Better Evaluate Sales Opportunities
Back to Business Sales Training BasicsFor many sales teams, the pressure to meet quota at the end of a quarter or fiscal year can be enormous. While many sales leaders believe that at least two-thirds of their sales reps should consistently hit quota, we all know that...
How to Create a More Effective Sales Message
Upselling Is Not a Sure ThingExperienced consultative salespeople know that it’s far easier to sell to current customers than it is to find new opportunities with cold call prospects who are not primed to buy from you. But success at upselling is not guaranteed — even...
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,...
