The value of trust in sales processes cannot be underestimated. Relationships are a key factor in the business world. The sales world has been captivated by the notion of how relationships affect sales success for years. You’ve also probably heard me say that...
Would you like to take a question test that measures your ability to ask questions and improve your chance to win the sale? Can you have a conversation by only asking questions? Do you think you could have a conversation without making a single statement?...
So you want to build a winning sales team? Conventional wisdom probably leads you to believe that you need to go find the best salesperson in your industry and steal them from a competitor. But what if I told you that wasn’t the case. That spending money on a...
A sales strategy plan helps sales teams focus effort, align with account goals, and improve execution. But most plans fall short because they lack structure and accountability. This article covers the 10 key components of a high-performing sales strategy plan based on...
If you’re going to become successful at Gap Selling you need to start asking why. Getting to the why in sales is a crucial skill of a talented Gap Seller. Why? Kids are great at asking why. They accept the fact that they don’t know very much, so they...
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