Sales Agility and Adaptability

A few of us have been having a conversation about whether adaptability and agility are important in sales. I think we are in uniform...

15 Things Every Salesperson Needs to Know About Marketing

Marketing is a crucial part of the sales process. How will your potential customers know how amazing your products and services are if you don't...

Do Customers Really Want a Frictionless Buying Experience?

It seems to be fashionable to talk about creating “frictionless buying experiences?” I suppose the concept draws readers, perhaps it’s an extreme expression of...

Nuance So Subtle We Often Miss It

Nuance is important to our ability to connect with impact to our customers and our people. Yet, too often, we miss it, or completely...

Script Your Home Show Open for a Powerful Start

If you don’t script the show open you are missing an opportunity to connect with your audience from the get go! First impressions are important...

We Claim to Be Data-Driven, Yet We Ignore the Data

Recently, I heard someone say, “We claim to be data driven, yet we ignore the data.” Nothing could be more true of much of...

An Alternative to High Pressure Selling

We’ve all been subjected to high pressure selling tactics. We see various forms of these high pressure or manipulative tactics, whether it’s the high...

6 Steps for Boosting Your Conversion Rate

Did you ever do fundraisers as a child? Maybe it was for your football or softball team or maybe for a class trip you were...

Prospecting: How Much Pre-Call Research?

How much pre-call research do you need to do to be effective in your prospecting? Frankly, it’s a really loaded question, with answers all...

How to Leverage the 2-by-2 Rule to Close Your Next Sales Call

Time is money, as the old saying goes. That said, are you and your team making the most effective use of your resources when...

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