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Julie Thomas

Recent Posts

Get on the Same Page: Align Your Close to the Prospect's Buying Timeline

 
 
 
December 18, 2018 | 10:00 AM PST
Hosted by Julie Thomas
 

When will they actually buy? This question is a challenge for most sales reps to answer accurately; sometimes..

From the Front Lines: B2B Prospecting Challenges

 
October 18, 2018 | 10:00 AM PDT
Hosted by Julie Thomas
 

Few of us really like to prospect. In fact, according to HubSpot research, 40% of sales people say prospecting is the most..

Creating Attention Grabbing Stories to Establish Your Credibility

 
August 22, 2018 | 10:00 AM PDT
Hosted by Julie Thomas
 

Engaging buyers with a compelling and captivating value-based story builds trust and rapport, creates a foundation for..

Think Like An Executive: The Business of Knowing Their Business

 
July 17, 2018 | 10:00 AM PDT
Hosted by Julie Thomas
 

As sales professionals in today’s competitive market, our customers and prospects demand more from you than ever before. You’re..

Increase Your Persuasive Skills by Tuning In

 
June 21, 2018 | 10:00 AM PDT
Hosted by Julie Thomas
 

Today, we have instant connection to people virtually and immediate access to an impressive amount of information from any..

5 Ways to Enhance the B2B Buyer-Seller Relationship

Buyers are the reason the sales function exists in a company. Let’s face it, we need someone to sell to. So how do we effectively engage buyers and forge long-lasting relationships that are..

4 Keys to Differentiate on Value

  

Buyers are faced with a double-edged sword. On one side, they have more alternatives available to them in today’s hyper competitive market. On the other side, it is increasingly difficult..

4 Strategies for Getting in the Door

Most of us look to the new year with renewed energy and high hopes. There are new opportunities to pursue and new accounts to approach. But, how do you start if you can’t get the first appointment?

Getting to Yes: When No Means Not Yet

Instead of feeling dread, sales executives can welcome objections and actually look forward to the next “no.” In many cases, an objection means the prospect is missing information needed to..

The Value of Keeping Your Customers

High performing companies have long realized that behind a customer acquisition strategy must be a customer retention strategy. Given that is takes far more time, costs far more money, and..

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