by Tris Brown | Mar 24, 2016 | Solution Selling
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... 
by Tris Brown | Mar 12, 2016 | Solution Selling
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... 
by Tris Brown | Feb 5, 2016 | Solution Selling
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... 
by Tris Brown | Jan 12, 2016 | Solution Selling
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... 
by Tris Brown | Dec 16, 2015 | Solution Selling
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... 
by Tris Brown | Dec 8, 2015 | Solution Selling
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...