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Sales Training Blog

Julie Thomas

Recent Posts

O-P-C: The Framework for Asking Thoughtful Questions

Pitch

verb; gerund or present participle: pitching

  1. to throw or fling roughly or casually.

"He crumpled the can and threw it into the alley."

The First Step to Selling Higher: Be Real

When it comes to digital experiences, B2B buyers are drifting through a sea of sameness.

Busy Sellers ≠ Sales Results

Remember the old adage of the elevator sales rep?

Why Your Revenue Pipeline Has Run Dry

It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking..

2020: What Winning Sales Organizations Did Differently

As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B..

What's on my mind as we settle into Q1? Renewals.

Renewals, especially when it comes to the “as a service” business model.

After all, we’re living in a subscription-based world. A friend of mine just had a baby, and she gets her baby food via..

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..