Category: Selling

With so much to consider, it’s easy to get overwhelmed and lose track of what’s really important. That’s why we created this list of the crucial elements to success. These are the core “must-do” actions that will make or break your new venture. If you can successfully execute these, you’ll be able to get a…

Everyone says, “Sell value, drive value, make sure buyers both perceive and receive exceptional value from you, and your sales teams will be more successful.” Is everyone right, though? Do sellers and sales organizations where sellers consistently drive buyer value get better results? And, if so, what’s the actual return? Most leaders tell us they…

Broad, open-ended sales questions are great for helping you find out what’s going on in your prospects’ and clients’ worlds. They are essential to sales success. In fact, “listened to me” and “understood my needs” are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect…

People often ask us, “What should we do to drive our sales performance?”It’s a complicated question. It’s not easy to decide what to tackle, when to tackle it, what results the organization should be targeting, where you can get the biggest bang for your buck, and what it really takes to get those results without…