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Re-Evaluating Your Sales Process

Re-Evaluating Your Sales Process

Periodically re-evaluating your sales process is beneficial for any top salesperson. When you’ve been selling the same product for awhile, you learn what works and what doesn’t to close a deal. All the training in the world can’t beat out the experience of selling your product – you get good at doing what you do, […]

Leadership in Sales

Leadership in Sales

Leadership is fundamental to success on any sales team. Without a strong head leading a team, even the best salespeople might find themselves struggling to meet quotas. Adam Goodman visited us last week to talk about aspects that make a great leader. A professor at Northwestern University, he is an expert on leadership and what […]

Smart Goals for Sales Manager and Sales Rep Relationships

In order to effectively manage a team, you must be able to manage relationships.  Sales reps respond to managers who treat them as individuals and show they are committed to the team’s growth.  Managers who can get their team to work hard from internal motivation rather than fear of punishment are the most successful.  There are many ways to create positive relationships from the top of a sales team to the bottom, but they start with setting smart goals for sales manager and rep relations.

Mastering the Sales V

Mastering the Sales V

The Sales V is a way of giving a product demo to a prospect, relevant to my process of pre-qualifying leads pre-demo. The steps of Earning the Right, Finding the Need, Creating the Need, and Selling the Solution before setting appointments for a demo are critical in moving a sales opportunity forward. In many cases, […]

The Pitch: Inherently Theatrical

The Pitch: Inherently Theatrical

The house lights dim, the curtain rises, the stage overflows with light as the cast appears: the story has begun. We settle in to our seats, listening and watching closely, getting to know the characters. Getting immersed in the world of the play. Meeting the characters one by one, learning their wants and their needs. […]