Video: 3 Questions Every Sales Leader Should Reflect On Before the New Year
As the calendar year draws to a close, many of us in sales find ourselves at a natural point of reflection. Whether you’re wrapping up your sales year or are midway through it, this is a powerful time to evaluate what’s working in your sales strategy and set the stage...
Sales Managers: How To Build A Sales Plan
When I think of a day in the life of a top seller, there’s a common theme. They invest their time in the right prospects, the right clients, and the right sales activities. In professional services, this focus becomes even more important, because many times they are balancing business development and sales along with client delivery.
How can you know what steps will move you forward faster, help you build strategic relationships, and accelerate sales results?
Having the right sales plan will help you get there.
In this week’s blog, I share strategies for building your sales plan for professional services. As a bonus, learn how you can receive your 2020 Planning Worksheet and The Modern Seller Lifetime Value Inventory.
Podcast: Sales Objections and How to Turn Pushback into Progress
Objections are an inevitable—and valuable—part of the sales process. In this episode of the Sales Reinvented podcast, host Paul Watts and I discuss why it’s essential to welcome objections from prospects. Often, objections reflect concerns around value, trust, or...
Video: 3 Steps to Learning a New Sales Skill
Whether you’re learning a brand-new sales skill or refining an advanced technique, the journey to mastery typically unfolds in three distinct phases: awareness, application, and integration. Each phase builds upon the last, helping you transform a skill from a...
Video: The Essential Role of Client Success in the Renewals Business
For sales organizations with a strong focus on renewals or maintaining a steady client base, a robust Client Success function is crucial to long-term success. While Client Success isn’t the same as Sales, it operates alongside it to sustain client relationships,...
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.
