Insight Selling and the Value of CRM
Insight Selling and the Value of CRM I hear you say? Are process-oriented tools (like a CRM) suitable in todays world of creative, adaptive, and insight-based sales? We’d like to introduce you to Insight...
5 Steps to Defining Your Sales Funnel
When was the last time a well qualified opportunity stopped returning your emails? If this happens more than you’d care to admit, as it commonly does, it may be worth taking some time to look at how you...
Dan Pink’s The New ABCs of Selling – Webinar Summary
How has the selling environment changed in the last 10 years? Which individuals are best equipped to succeed in sales in the future? Dan Pink answered these and other questions in a recent webinar, in association...
5 Great Sales Habits for 2014
It’s not too late to get yourself on track for your best year of sales ever. Make some time for each of these best practices and you’ll find that every repetition is another step on the road to success. “Motivation...
Summary & Review: To Sell Is Human by Dan Pink
Earlier this year author Dan Pink released his latest book on the masses, and his first since his New York Time Bestseller, Drive: The The Surprising Truth About What Motivates Us. In his new book, To Sell is...
Six Steps to Perfect Objection Handling
Never take an objection personally It shows all over your face, and it’s not attractive. Repeat the question Confirms understanding, ensures everyone else hears it, and gives you an extra few seconds to construct a...
6 Steps to The Perfect Sales Call
A solid call model helps beginning sales people, and provides a framework for the experienced. My favorite is IBM’s Customer Tailored Sales Call. It’s a simple six part linear framework to make the best of a...