Sun.Sep 24, 2017

The Three Keys to Handling Objections

Inside Sales Training

I hear a lot of sales reps’ recordings, and when it comes to dealing with objections, you’d be surprised by the mistakes I hear! One of the biggest mistakes I hear is reps not even hearing their prospects out, and instead rushing in to answer what turns out not to be the real objection.

Sales Motivation Video: Why Do Your Customers Like Doing Business With YOU?

The Sales Hunter

I want you to list all the reasons your customers like doing business with you. Yes, all of the reasons. Then compare your list with the lists of the other people on your sales team. Too often we overlook many of the reasons customers like doing business with us. Yet these reasons are great sales […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation

Bad Advice: Focus Your Coaching On Your Top Performers!

Partners in Excellence

I just read some really bad advice from a really smart individual, “Managers spend too much time on their bottom performers, they need to focus on their top and middle performers.” ” The explanation went on that time invested in bottom performers wouldn’t result in substantive performance improvement, the equivalent time spent with our top performers produces more results. On the surface this makes sense, it’s easy to jump on that bandwagon.

Contrast drives change


When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo. Sales Management

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.