Sales Training Blog

Remember the old adage of the elevator sales rep?

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..

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..

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..

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..

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 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..

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

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..