Other
Risky Business: Responding to clients’ difficult questions
We all expect our clients to ask us difficult questions – that’s just part of being…
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…
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.
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.…
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…