How to Identify and Quantify Value-Added Benefits to Maximize Your Competitive Advantage
Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales situations where it’s difficult...Continue Reading
How Neuroscience Can Improve Sales Performance in Weeks, Not Years
The changes to our working environment as a result of COVID-19 have been dramatic, to say the least. To find success in 2021, smart leaders are turning...Continue Reading
What to Expect as a Sales Training Buyer
The inherent problem is that the economic model of most sales training providers is at odds with your desire to truly improve sales performance. You...Continue Reading
Ditch the Pitch: Use a Value Positioning Statement
The dreaded elevator pitch! Yes, you need a succinct and confident way to tell people what you do, but some methods of creating this short message can c...Continue Reading
Three Secrets to Hiring the Best Sales People
Forget the resumé. If you’re hiring salespeople, you already know that no two interviews are alike. The objective is to find talent with both tangibl...Continue Reading
Three Changes Sales Leaders Should Make to Their Outbound Sales Strategy in 2021
In a strong economy, customers are open to buying. Social media and marketing lead generation efforts are a main source of leads to sales teams. Further...Continue Reading
Key Actions For a Healthy Pipeline
The term pipeline management is commonly cited by sales leaders as an area of concern. However, like “trusted advisor” – another frequently used t...Continue Reading
People First, Sales Second. Customers Need Calm
In the midst of a global pandemic, those in sales roles might feel like pests. Unless you’ve lucked into selling plastic barriers, masks, or personal...Continue Reading