Do you know how long it takes to make a good (or bad) impression? Whether one is on the phone or face-to-face, research shows that it takes between 4 and… read more →
Perhaps the situation may change someday for your non-interested prospect. Whether selling books in college door-to-door to Mrs. Jones or later selling sophisticated hardware and software solutions to professional business… read more →
I recently trained a Confectionery Company’s national sales team. I also recently trained a well-known Winery’s national sales team. Plus I recently trained a high-growth Enterprise Software Company’s international sales… read more →
There’s a rekindled debate going on about a tired topic: sales process. With new emphasis on the buying process and alignment and technologies driving process and sales enablement, the whole… read more →
Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know… read more →
We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… read more →
It’s fascinating helping more and more companies develop customer-facing whiteboards. This is pre-defined, visual sales storytelling that engages the customer and drives good sales discovery conversation. The best teams do… read more →
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data… read more →
Everyone sells and for the most part everybody knows how to sell, whether intuitively or from professional experience or training. The key today is in truly optimizing how you sell… read more →
Check out this answer to the question ‘What is Sales Messaging‘ featuring Tanner Mezel of DSG. The right sales messaging tools and training can bridge the divide between high level… read more →