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..
Sales Training Blog
Predicting the future is never easy, given conditions can shift and new disruptions emerge a moment's notice. There are, however, some trends in sales that we expect to continue or gain momentum,..
For too long in too many organizations, inside sales has been seen as a stepping stone to working in the field, rather than a career in and of itself. As such, it’s often perceived as easier than..
U.S. astronomer Cliff Stoll learned after he turned to teaching that it takes more than compelling statistics to shed insight. “I thought all I had to do was show people the data and they would..
"The largest misconception about communication is the illusion that it has taken place.” George Bernard Shaw
I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technology revolution, I’m reminded every..
Say what you will about Elon Musk, anyone who has ridden in or driven a Tesla will tell you how the 'entire experience' is just better. The sales model is different - gone are used car salesmen..
“What’s the impact your solution will deliver to your prospect?”
I was conducting a deal review with a client the other day. I was speaking with a bright, experienced sales rep who had been with the company for several years and knows her product offering very..