Only 25% of Sales Orgs Measure the Right Behaviors: Research reveals the gap between winning sales behaviors and metrics. Download My Copy

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Measuring the Virtual Sales Skills that Matter

What, exactly, are the behaviors that sales professionals need in a virtual world?

To find out, we partnered with Training Industry to survey 464 sales leaders and sales training..

Forecasting Checklist to Close the Quarter & Year

This time of year has sales leaders and individual contributors pulling their hair out looking for ways to close the year and quarter strong, but what if you had a simple checklist to identify..

Selling To the C-suite

What’s the number one reason that deals fail to close? Salespeople do not have access to the final decision-maker. We all know senior executives are notorious for guarding their time fiercely,..

5-step Process for Handling Objections

It’s time to reframe objections. Instead of feeling dread, look forward to the next “No.” Why? Because in many instances, an objection means the prospect lacks the information needed to complete..

Creating a Prospecting Cadence to Drive Top-of-Funnel Revenue

Leaving your prospecting activities until the end of the day, end of the week or end of the month? Slightly panicked about making your number? Need to re-energize your revenue pipeline? You are..

Be the Best Choice by Differentiating on Value

The changing sales cycle now involves remote selling, digital buying, and plenty of internet research. Within a sea of competition, how do you stand out? How do you communicate that your product..

Renewal Sales and Account Management: 5 Keys to Improving your Retention Rate

According to Harvard Business Review, increasing customer retention by 5% boosts profits by 25%-90%. Therefore, the time you spend improving your customer retention rate could be your most..

Getting to Yes: Finish the Quarter and Year Strong

As this unprecedented year comes to an end, we are all experiencing the mad scramble to close sales. While we may be able to get deals in the door, there can be plenty of obstacles that keep us..

From Conversations to Conversions: the Art of Asking Questions

We’re bombarded by messages daily, so it’s important to remember that delivering your message is not the most important skill to master in sales. Pitching is dead. Engagement and empathy are..

Get In The Door and Sell Higher

 

With countries and commerce opening up, most of us are looking to the second half of the year with renewed energy and high hopes. There are always new opportunities to pursue and new accounts to..