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What to do About Sales’ Leadership Crisis

Far too many sales reps are still failing to make quota despite all the advances in sales enablement and technology. The precise numbers will vary according to the given study, but it’s still under half. And much of that is down to sales managers and leaders not being effective enough in guiding their organization. That […]

Why You Need to Sell on Value, Not Price

Imagine you’re a manufacturer whose sales approach has been to compete on price, and that’s worked well for you. Then, due to a change in economic conditions, a critical raw material you can’t substitute for has skyrocketed in price. Correspondingly, you have to raise your own prices and inform your customers of that change and […]

The Art and Science of Closing

Top-performing sales reps recognize that closing is both art and science. It requires carefully balancing moving the sales process forward without being pushy (or coming across that way). To successfully close requires being able to read the customer’s buying signs correctly, have identified the solution for the buyer’s specific needs, and addressed indicated concerns and […]

Remember, Remember: How Sales Professionals Can Improve Their Memory

For all the sales enablement tools and technology that exist, there’s simply no replacement for having an excellent memory. As with many things, you have to exercise your memory to make it stronger. As you probably already know, memory exists in two forms: short-term (STM) and long-term (LTM). Short-term memory lasts 15 to 30 seconds […]

How to Create a Sales Coaching Culture

We all know that sales coaching is a major part of a manager’s job. But in order for it to be most effective, the organization should be steeped in a total sales coaching culture. That might seem a bit vague – what, after all, is that a coaching culture exactly, and how do sales teams […]

Reading the Room to Maximize Your Meetings

One of the most important soft skills to develop in business is the ability to accurately read the room. You can be the most intelligent, knowledgeable person in a meeting or presentation, but if you can’t assess the mood of your audience or decipher the environmental clues, you’re not going to perform as well as […]

A 5-Step Guide to Help Your Sales Reps Focus on What They Need Most

Training, coaching, and other forms of development are all critical components to advancing and strengthening the skills of your sales reps. However, organizations have finite resources – only so much in the budget, only so many hours in the day or week – to dedicate to this aspect of running a sales team. So how […]

4 Tips for Working with Hesitant and Indecisive Buyers

Every step of the sales process has gone smoothly – you’ve uncovered needs, presented the ideal solution, gotten agreement from the customer, and all seems good. The client even tells you they plan on buying. But then come the delays. Reason after reason for why they’re not taking the step of physically purchasing. Days turn […]

Why You Need Buyer Personas in Today’s Sales World

In today’s sales environment, you’re increasingly likely to deal with multiple people who partake in the decision-making process. This is especially true for complex B2B sales involving organizations of any significant size. Given those circumstances, you need to understand the motivations, needs, desires, and situations of everyone involved in the buying process. The most efficient […]

5 Strategies for Fantastic Sales Presentations

An effective sales presentation can often mean the difference between closing a deal and losing out to a competitor. That means it’s important to get it right and wow the influencers and decision makers. Here’s five key strategies when planning the perfect sales presentation. Know who your audience is. Find out beforehand who all is […]