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Sales Training Blog

Julie Thomas

Recent Posts

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..

In today’s technology-enabled world, it’s easy to hide behind the screen

Technology is a boon to the sales profession. It helps automate, amplify, and accelerate. Tech tools can help us organize our day, research prospects, streamline outreach, and efficiently keep..

Patience in Prospecting

Prospecting is one of the most difficult tasks for sales professionals. It takes commitment and consistency – but, most of all, it takes patience. Salespeople are not always the most patient..

5 Strategies for your Most Successful Sales Kickoff Ever

Are you finalizing plans for your company’s sales kickoff meeting? While your vision is likely to include inspiration, learning, recognition, and team building, often sales kickoff events don’t..

Focus on What You Can Control to Achieve Quota

What is in your power to control? As a sales representative, you may be stuck with a crappy territory or you may be waiting for R&D to release the latest product enhancements – neither are things..