Blog
When Clients Want to Go Right to the Solution
We all know that questioning is essential to the consultative sales process. Without understanding the client’s…
Waiting by the Phone: What to do when they just don’t call back
Prospecting is a key component of almost every sales professional’s job—and one of the most frustrating.…
eBook
Connecting Through Storytelling: Unleash the Power of Compelling Communication
Help your team increase its effectiveness by using storytelling to create authentic, meaningful, and memorable connections.
The Art of Taking Notes During Sales Calls
Do you take notes during sales calls? We once conducted a survey that indicated 85% of…
How Great Sales Managers Handle Lost Deals
It is a fact of life in sales: your people will lose more deals than they’ll…
How to Craft the Perfect Follow Up Message
Every sales call, whether it’s an introductory meeting, a maintenance call, or a major presentation, deserves…
How Great Salespeople Avoid the Distraction of Cell Phones
We all have stories about cell phones, and how they can get us in trouble if…