Sales

Despite the emergence of the internet as a research tool, 92% of B2B customer interactions still happen over the phone.  Getting potential customers to return your phone calls, however, is increasingly difficult.  Caller ID has helped consumers block robocalls, but it’s also made it easier for Executives to dodge calls…

“I’ve been doing this for years.” “I know what I’m doing.” “I’ve done sales training before.” There are plenty of excuses experienced salespeople will give for why they don’t think sales training is going to help them. To put it bluntly, they are wrong. Experienced sellers can benefit from advanced…

Nurturing a prospect through the buying journey and finally getting that sale can be a rewarding experience.  It’s the end game that reminds you all that work you put into the sale was worth it.  It can also be frustrating and difficult. There are steps you can take to make…

When it comes to improving sales performance, sales training is a crucial tool to grow your team’s sales skills and sales techniques.  When you are evaluating what type of sales training you need, you need to know that sales training programs can vary greatly.  Studies show that sales training results…

If you want to be successful in sales, you need to learn the sales skills that can lead prospects to act.  As you gain experience in sales and establish yourself as a sales professional, keep in mind these 11 sales skills that will increase your sales performance. What Makes A…

Whether you’re new to sales or a veteran salesperson, it’s easy to fall into bad habits that can hinder your success.  You may not even notice what you’re doing until it starts to impact your sales. Take a moment and think about these 10 bad sales habits you need to…

Ever get one of those cold calls from some guy talking so fast you can barely understand what he’s saying?  It happens all the time.  It’s annoying and just can’t be effective.  Please, don’t be that guy. Things have changed over the years.  Still making cold calls the way they…

The nature vs. nurture question has been applied to every human behavioural trait over the eons. Drilling down, we find that the fundamental abilities that lead to sales success are found in the essential constituents of the human personality. You may think that sounds like bad news for people who…

“Not another training session,” say many salespeople when they hear there is sales training being scheduled. In fact, the people that say this are the people that likely need the training the most. If you’re asking the question about whether sales training can help make you more money, though, you’re likely…

It’s easy to put off prospecting.  It doesn’t immediately rack up sales and it can be time-consuming.  However, it’s critical to your success.  Before you can close sales, you have to fill the funnel.  And, you have to keep filling the funnel week after week. If you aren’t excited by…