Sales Strategy Archives

Navigation: The Underused Sales Strategy You Didn’t Think You Needed

Aug 5, 2022 | Sales Strategy, Sales Training

I was sales coaching and consulting with three different clients this week, and there was a recurring theme. Busyness often rules the day and we’re constantly shifting from one activity to the next, whether professional or personal. So much of our role as leaders...

The Value of Self-Disruption: Netflix Lessons for Sales Strategy and Sales Training Leaders

Jul 21, 2022 | Sales Leadership, Sales Strategy, Sales Training

Sales Training Needs to Lead the Self-Disruption Curve Netflix has been in the news recently as the once darling of streaming is now struggling to maintain its current subscriber base while also growing new subscribers. In a recent NPR piece, “Netflix Loses Nearly 1...

Sales Training Strategies for Better Price Conversations

Jul 15, 2022 | Business Growth, Sales Strategy, Sales Training

It’s no secret that supply chain and delivery challenges, rising inflation, and overall market volatility are driving conversations around fee and price increases. This conversation is impacting everything from current client agreements with long-standing...

Sales Training: These Sales Proposal Do’s and Don’ts Can Help Your Team “Unlevel” the Playing Field

Jul 5, 2022 | Business Growth, Sales Strategy, Sales Training

Here’s a question to consider: If you took the logo off of your sales proposal, how would it look to your client? Would it stand out? Or would it look like your competitor’s? In competition, we often hear the importance of a “level playing field.” But one place that...

Uplevel Your Sales Training Programs to Include this Skill

Jun 14, 2022 | Business Growth, Sales Leadership, Sales Strategy, Sales Training

One of the Best Sales Questions You Can Encounter During the Sales Process I was in a meeting a few weeks ago with a prospective client, reviewing options in a sales training proposal. Toward the end of that meeting we discussed what the possible next steps would be...

Sales Prospecting: 5 Reasons Why Your Prospect Goes Dark

Jun 1, 2022 | Sales Strategy, Sales Training, Videos

Use sales training to promote actionable sales prospecting techniques your team can employ today for those perplexing times that a prospect starts to slide away. You think everything is in place to land a big deal, then… poof. You begin to get the cold shoulder. Maybe...