Category Archives: Selling Skills

There Are No Stupid Questions in Selling. Actually, There Are Plenty.

By Sharon Gillenwater From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions. That may be true when we’re kids – when we need to develop the confidence to ask … Continue reading

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Compassion Fatigue: It’s Here, It’s Real, and It’s Hurting Your Sales Game

By Karyn Mullins You’re constantly outsourcing your energy. Every customer and salesperson who needs compassion, you’re always there for them. But filling up their tanks is draining and that can quickly attack your team’s sales numbers. Believe it or not, … Continue reading

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How to Set Prospect Expectations During the Sales Process

By Sam Holzman Picture this: A sales rep and a prospect begin the last of several meetings in the hopes of making a deal. Everything has gone smoothly so far, and both the sales rep and prospect expect to leave … Continue reading

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How to Solve One of the Biggest Problems in Sales

By Chris Beall Following up with prospects and customers is a staple of sales. Everyone knows they “should” do it. In fact, you could argue that CRM systems exist primarily to support following up, broadly speaking. Think about it this … Continue reading

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How to Sell to Their Natural Values

By Jim Cathcart Whether you are leading a sales team or presenting a product, the same fundamental forces are at work. People are persuaded by what they care about…period. You might argue that holding a gun to someone’s head would … Continue reading

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Planning Your Sales Conversations with CIOs for 2018

By Sharon Gillenwater Earlier this month, Gartner unveiled its 2018 CIO Survey, which summarizes what is top of mind with CIOs moving into 2018. The respondents were 3,160 CIOs from 98 countries and all major industries, representing approximately $13 trillion … Continue reading

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Let Us Say R.I.P to the RFP Process

By Dr. Roy Whitten and Scott Roy, Whitten & Roy Partnership The process variously called RFP, RFQ, RFI, etc., was developed in the late 18th century to create a cost-effective methodology for businesses to acquire manufacturing components. Today, when applied … Continue reading

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How to Amplify Your Connections with Customers

By Jim Cathcart Garth Brooks is the number two best-selling music artist of all time. By number of albums sold, he’s outsold Elvis, Michael Jackson, and even Neil Diamond! What does this have to do with sales leadership? He has … Continue reading

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Is Your Sales Presentation Suffering from Information Overload?

By Terri L. Sjodin In today’s competitive marketplace, a sales professional’s success often depends upon his or her ability to deliver a polished and persuasive presentation. Although salespeople spend a significant amount of their time verbally communicating, many suffer from … Continue reading

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Five Mistakes You’re Making with Your Sales Proposals

By Adrian Davis If you’re like most sales leaders, you have a nagging feeling there is something wrong with the sales proposals your team sends to prospects and customers. You just don’t know where to start when it comes to … Continue reading

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