When is selling the most fun? Certainly when you have a superior product. Perhaps it’s even a “killer product,” like […]
The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask
There is little doubt that salespeople are finding their buyers’ journeys more complex and more subject to change than ever
Historically, when I traveled with a lot of salespeople, they frequently ask some variation of this question: “What is the
What customers expect from salespeople today is different than yesterday. Simply being good at developing relationships and having a commanding
Top sales performers know that closing a call means obtaining a commitment from the customer that moves the sales cycle
When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking
Achieving sales excellence is not a business-as-usual challenge. Industries are going through transformational changes that are impacting what companies buy,
Just go online and google the words “virtual selling.” It’s replete with blogs and helpful hints. The tips for selling
