Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®. Sales Tips: Can You Make It Through the “Dip?”.

Sales Tips: Untrustworthy Sales Forecasts Cost Billions

Customer Centric Selling

Sales Tips: Lack of Trustworthy Sales Forecasts Costs Billions. This guest post was created by MIT Sloan School of Management, courtesy of

Top Sales Performers Remember to Spin Their Hats

Increase Sales

Consultant. Years ago during a sales training workshop, I listened to Dr. David Mutchler (co-author of Fail-Safe Leadership ) described the sales process as one of facilitation. Consultant. Consultative sales is a relatively new term to sales.

Sales Leadership and Your Ethics and Integrity

The Sales Hunter

Recently I was conducting a workshop for salespeople and the subject of integrity came up. Sales leadership is not based on knowing so much about what you sell that you are seen as a subject matter expert. Blog Consultative Selling leadership ethics integrity sales leadership

The Essence of Effective Leadership

Jonathan Farrington

Last week, I led a leadership workshop for a group of senior executives, employed by one of the world’s largest airlines: During an open session on the second day, I was asked by one of the delegates - who was responsible for coaching the next wave of leaders - if I could encapsulate all of my advice in a few short paragraphs, what would I say? Examples always help to sell your points – keep on the lookout for them.

Impact Questions – Sales eXchange 187

The Pipeline

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. Today, in many workshops, you still hear people demonizing closed ended questions. and/or Social Selling.

How To 311

Do prospects lie? How does the answer impact sales success?

Anthony Cole Training

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.

The Pipeline ? The six elements of a perfect sales meeting

The Pipeline

We’re not selling in a vacuum. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling. Selling to Executives. Social Selling. Workshops. Zone Selling.

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

Action Selling. CustomerCentric Selling®. The Harris Consulting Group. Value Selling Associates. 1) Action Selling. Founded in 1990, Action Selling provides a broad range of training resources to hundreds of thousands of sales professionals. Onsite workshops.

Top 10 Best Sales Books


One of the most common questions we receive in our Sales Workshops is “What are the Best Sales Books I should be reading?” 8) Consultative Selling – Mack Hannon. 10) Advanced Selling Strategies – Brian Tracy. Coach Your Sales People to Sell More.

5 Simple Sales Referral Tactics Your Salespeople Can Use Today

The Brooks Group

That starts with using a buyer-focused, consultative selling process to determine exactly what the client needs to be successful. Sales referrals are one of the most powerful ways to generate high-quality sales leads.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

Sales Videos by Well-Known Selling Experts. You might know him from The Little Red Book of Selling, the best-selling sales book of all time (and one of our picks for 10 must-read sales books for rookie reps). He published a best-selling book of the same name.