Blog Posts | Audio | Media | Documents
There are two things that every sales professional is consistently trying to achieve. The first is deals. We all need to meet or exceed quota – every month, quarter and year. The second is the right prospects. Closing deals is hard enough on a good day, but if you...
When you have a message of value to many people, the temptation is to share it with everyone at once. Yet experience tells us that the great majority of people who receive your message may ignore it, refute it or just miss it altogether. In sales, you don’t have time...
As a business owner or sales manager, one of the greatest challenges you face is in how to configure your sales team. The traditional view of sales management boils down to viewing the sales ‘team’ only as a group of individuals, some of whom achieve quota more...
To many observers, seeing the word “values” and the phrase “closing sales” in the same sentence appears to be an oxymoron. For years, the common assumption about salespeople, simply put, was that they will do ‘whatever it takes’ in order to close business. This...
Identifying opportunities is one of the most critical skills a sales professional can develop. If you cannot find leads and identify new sales opportunities, you can’t close new business and meet or exceed your quota very effectively. It’s instructive to look at the...
It’s often said that one of the key steps in selling is to set expectations with the prospect. But what does this mean in a world where every purchase decision is complex, every product has varying features and benefits, and every sales cycle has to overcome...
