• 4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull

    4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull

    Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives

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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

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 compete solely on price, yo...

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 unqualified opportunity because he...

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 business, their circumstan...

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