5 Keys to Closing Sales Before the End of the Year
The understatement of the year? Selling in 2022 has been difficult
Drive more growth, increase revenue and lead your team to big results with value-based sales training and the ValueSelling Framework®. Value Selling is a practical sales methodology that focuses on your buyer and the value they receive by doing business with you!
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In The News
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Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.We learned how to focus on the other individual, generate a feeling of safety, use their language to increase ra…
4 Ways to Jump-Start Renewal Sales
Over the past two years, the sales profession has seen more than a few headlines that turn heads:“43% of B2B customers prefer a rep-free experience.” (Gartner)“86% of reps said they’ve either lost or had a deal delaye…
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 anxiously checking emails and monitoring economic developments.Don’t get me wrong, there are many reasons t…
How Salespeople Can Ask the Right Questions During Discovery
I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead
How to Continually Qualify Prospects Throughout the Pipeline
Accurate and reliable forecasting will transform a sales organization.When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out differently:In a recent Forrest…