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 decision-makers
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 the risks? A repeatable process ...
What’s the number one reason that deals fail to close? Salespeople do not have access to the final decision-maker
It’s time to reframe objections. Instead of feeling dread, look forward to the next “No
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
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
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 profitable activity
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 getting a firm “Yes" fro...
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
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 approach