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The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases.

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How All Those Trucks on the Road Can Help You Stop Discounting

Understanding the Sales Force

Trucks and construction. Lots of construction. We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear. Lots of trucks.

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Top Sales Performers Remember to Spin Their Hats

Increase Sales

Consultative sales is a relatively new term to sales. New in that it has been around for the last three decades and is associated with Consultative Selling by Mack Hanan as well as SPIN Selling by Neil Rackham. Additionally in this role, there may be some telling as well as negotiation behaviors. Share on Facebook.

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B2B Sales Training Techniques and Best Practices

Highspot

Provide Detailed Feedback Continuous growth in sales is fueled by constructive feedback. Regular coaching sessions with constructive feedback help identify areas for improvement and refine sales techniques. Realign training to emphasize relationship building, consultative selling , and customer success.

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Proven Strategies for Effective Sales Management

Highspot

Performance Monitoring Sales managers closely monitor the sales performance of their team members, identifying areas for improvement and providing constructive feedback, particularly during sales calls. Provide constructive feedback and offer support where needed. Sales managers are responsible for forecasting future sales trends.

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How to Craft a Successful Sales Environment

Hubspot Sales

Take this free HubSpot Academy course to learn how to move your sales process online, how to thrive at remote selling, and how to manage a remote sales team effectively. Do your reps feel comfortable approaching you with constructive feedback? A B2B sales environment is defined by who you’re selling to — other businesses.

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Stop Waiting on the Right Team, Train Yours Now

Anthony Iannarino

The very heart of consultative selling is business acumen , without which the salesperson cannot be insight-based, something that requires that you are qualified to tell people what to do to improve their business. In days gone by, you would not have needed to train a construct for how to build consensus in your dream client’s company.

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