Tag Archive for: sales

Running Into the Same Objections Over And Over Again? Try this Tactic!
In sales, customer objections are a fact of life. But running…

Leading Your Sales Team Through a Tough Year-End
This guest post was written by Alex Cook, Manager, Enterprise…

5 Tips for Building a Sales Culture Optimized for Growth
When I was a VP at Salesforce, one of my sales managers came…

What Having Cancer Taught Me About Sales
As we've all learned over the past few years, with adversity…

The Secret to Selling More? Just Be Human
Have you ever been completely put off by the rep on the other…

The Best Open-Ended Discovery Question
When it comes to running high-impact sales discovery, one of…

5 Strategies for Leading Sales Teams Through Times of Uncertainty
Since March 2020, the world has been in a state of constant change…

The Easiest Month-End Negotiation Tactic
It was a couple of days before the end of the quarter. I was…

5 Tips for Talking About Your Competition
"How should I talk about my competition to customers and prospects?"
A…

3 Ways to Negotiate Better By Giving In Slowly
One of the most important concepts in negotiation has to do with…

Don’t Fall Into These 3 Discovery Question Traps!
Good salespeople know that the quality of your discovery motion…

Persuade Your Customers by Labeling Them
Some of the greatest sales lessons of the pandemic era have came…

How to Get Customers to Answer Your Toughest Discovery Questions
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"How much money do you make?"
"What's your personal cell phone…

6 Lessons Learned from Pandemic Selling
Adversity is fertile ground for learning. And if learning…

3 Powerful Ways to Lead Your Customer Through the Buying Process
In part one of this post, I shared research on how modern sales…

Stop Selling and Start Telling: The Power of Prescription
One of the biggest misconceptions sellers have is that customers…

3 Objection-Handling Lessons from Pandemic Politics
“How do you justify forcing small businesses to close…

Convert Buyers by Unleashing their Hidden Enemies
When it comes to high-impact messages that break through your…

Here’s Why Your Business Case Numbers Are Falling Flat
What if I told you I had a vaccine for a potentially deadly virus.…

3 Tips for Connecting with Customers During Times of Adversity
With many months of pandemic selling behind us and both economic…

Buyers Like Answering THESE Discovery Questions the Most (According to Science)
Running high-impact sales discovery is hard. Of course, going…