Register For The January 21st Webinar: Renewal Sales and Account Management: 5 Keys To Improving Your Retention Rate Click Here

Sales Training Blog

5 Motivational Strategies to Get You in Gear for the New Year

As we enter a new year, it’s a time to reflect on the past and set goals for the future. This year especially, most of us are ready to turn the page and focus on what’s ahead. Here’s our advice to..

The “Why” Behind the “Buy”

How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated. Being..

How to Avoid the “P” Word

How do you have a conversation with a prospect that focuses on value, rather than the “P” word – price? We all understand that price will be a consideration when making a purchase, but when you..

Eliminate “No-Decision” through Continuous Qualification

There are times when sales reps identify opportunities that, for whatever reason, they just can't win.

Perhaps it is the competitive nature of many sales reps and the challenge to cling to an..

Why Sales Discovery is Not only an Up-front Process

While curiosity may have killed the cat, it also helped the sales rep close the deal …

Successful sales professionals are curious by nature. They are interested in learning about their prospect’s..

Getting over the Objection Hurdles

Most salespeople dread objections. Objections from prospects that typically surface toward the end of the sales process can feel like a roadblock to success. Although you may see objections as..

How to Get Your Foot in the Door: The First Step to a Sale

People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity.

But how do you get that initial meeting? Of course,..

Strategies for a Successful Summer: Process, Consistency and Discipline

“Summer breeze, makes me feel fine…” may be the lyrics of a 1972 Seals & Crofts’ tune, but this summer seems anything but fine. This summer, the economy is uncertain and people are anxious.

With..

Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.

“More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point,” according to an article in the Harvard Business Review. Yet, how prepared are they..

Nailing the Credibility Intro

Credibility gets you in the door. These days, as we rely even more heavily on virtual communication, it’s more essential than ever to have a solid, value-based credibility introduction. To..