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Asking more questions is key to sales call success. Asking questions is about more than finding out information; it is a powerful way to help customers to think and act creatively in seeking solutions. Read More

Sales call planning is critical to sales success - and should not be hard to do! Take a look at this video with pre-call planning tips. Read More

Business development in professional services is increasingly moving towards a team sale. Yet team selling alone does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. This blog identifies how teams can be more successful winning business using teams. Read More

Salespeople must know the trends and shifting economics of the customer’s industry and have a comprehensive up-to-date picture of the company’s strategic challenges. This will enable them to have a Point of View sales conversation. This blog contains 3 sources from which salespeople capture informa Read More

Coaching sales strategy is easy to say but no so easy to do. Yet there is little doubt that the best salespeople sell strategically. And, the best coaches are really good at helping them learn how to do it. The greatest problem is simply not doing it and unfortunately that happens way too often. Read More

Point of View discussions in sales calls help customers by bringing a fresh perspective to framing the problem and sharing creative and innovative alternative solutions to consider. The fundamental requirement is salespeople must know the trends and shifting economics of the customer’s industry and Read More

Sales coaching is universally mentioned by sales managers as important, but there's just not enough time, according to many sales managers. This infographic shares 7 effective sales coaching best practices. Read More

Navigating an account is never a straight line. Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be.

It’s so important salespeople take the time – especially in larger accounts – to stop, pause, and reassess. Not only will it ensure that Read More

As a salesperson develops a relationship with the customer and becomes engaged in larger and more complex opportunities, always agreeing and continuously saying yes poses a challenge. It’s difficult to continue to add value simply by agreeing with everything the customer says. So the sales challen Read More

Many new product launches fail to deliver the expected results because the investment in improving the sales team’s ability to sell the new product is inadequate. Read More