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Active listening is the key to a successful consultative sales process. In this article, is how you actively listen to sales prospects, and how to get the results you need. Read More

As a sales leader, are you reflecting on this year and already planning for 2020? Read our Top 7 goals for sales leaders in 2020 and how to achieve them Read More

Time is the enemy of every salesperson. As the clock runs down towards a monthly or quarterly target, hearing “Now isn’t a good time” from a prospect can seriously mess a pipeline up. Here are 15 ways to overcome a time-based objection. Read More

Sales in person has numerous advantages to sales over the phone, or across a screen. In person, sales people have the advantage of reading body language, listening and observing the many visuals cues we give when speaking to others. Read More

How to start a conversation with a sales prospect? Here are 10 questions that kick-off successful sales conversations Read More

Accounts where there are multiple decision makers can be difficult to manage. You might have one decision maker, even a budget holder, who wants to go ahead; while at the same time, others are blocking the decision. Read More

Following up is rarely a fun activity. Compared to sales calls, demos, and meetings, following-up with prospects and accounts is something that everyone in sales does, but few enjoy. It’s a necessity and one of the few tasks in sales that often needs repeating. Read More

As Summer approaches, for sales leaders and managers this can be a time to recharge, re-think and re-tool knowledge and strategies for the rest of the year to come. Here are 9 books we recommend for sales leaders wanting to refresh their knowledge and approach as we gear towards hitting targets or Read More

Sales is as much about numbers as relationships. If you aren’t booking in enough meetings, you won’t have a chance to build the relationships you need to make your number. Read More