Category Archives: Selling Skills

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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How to Find Your Sales Presentation Persona

By Scott Schwertly  I have been studying the public speaking styles of famous politicians and business leaders for over a decade. I have studied magnetic ones. I have studied terrible ones. But I have never seen someone as intriguing as the 16th … Continue reading

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A Selling Shortcut: A Tip from 7 Secrets of Persuasion

By James C. Crimmins What if you could give people a reason to buy that is far more compelling than information or statistics? What if you could convey a wide range of positive attributes associated with your real estate property, … Continue reading

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You Cannot Separate Selling from Negotiation

By Steven Reilly Why is it that one salesperson will sell at list price while another will sell the same product at a heavy discount? When I ask the discounting salespeople about the discrepancy, they are always quick to point to … Continue reading

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Five Tips for High-Quality Meetings with Executive-Level Decision Makers

By Sharon Gillenwater Dell has one. So do Citrix, CA Technologies, Cisco, Juniper Networks, AT&T, and Extreme Networks, among many others. It’s called an “executive briefing center” (EBC), and it can be one of the best tools in your arsenal … Continue reading

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How to Master the Negotiation Process

By Kim Dean Mastering the negotiation process is an ongoing challenge for sales professionals. Is the negotiation process different from the sales process? Yes, selling is the act of providing value through goods, services, and information/insights to address a customer’s challenges … Continue reading

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