Active listening is the #1 skill for a salesperson. According to experts, we spend 49% of our day listening. If we spend so much time listening, we should strive for proficiency. And for..
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The Australian Open is the first Grand Slam tennis tournament of the season and this year the tournament has been extraordinary. Four all time greats made it to the finals: Serena vs Venus, and..
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The New Year is an important time for any salesperson. New goals are set, new demands are made, and new challenges arise.
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How can you get your buyers to tell you their biggest challenges and greatest fears? Our research tells us that buyers value a salesperson’s problem solving skills above all else, yet..
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One of the biggest challenges for the B2B sales force is that today’s buyer is more educated than ever. According to Forrester, 74% of the buyer's journey is made anonymously online. This..
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In the last fifteen years, digital marketing budgets have gone from table scraps to approaching the lion’s share. This is due, in large part, to shifts in consumer attention and innovations in..
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The success of a salesperson is dependent on a structured, repeatable process that yields appointments and closed deals. We all know that weekly sales meetings are vital for reviewing..
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Setting goals is paramount for a salesperson's success. identifying a target in the beginning of the year, and monitoring your progress throughout creates an awareness that is necessary for the..
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Sales departments and professional salespeople should be armed with all the right tools to achieve their sales goals, and the Power Statement, hereafter referred to as TPS, is one of the most..
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No sales - no business. Weak sales – anemic business. Sales is the life blood of business. When sales aren’t what you think appropriate, how does a business owner or sales leader figure out..
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