Video: Sales Prospecting Tips for When Communication Stalls
In sales, it’s common to encounter a situation where communication with a prospective client suddenly comes to a standstill. You might have had active sales conversations, perhaps even sent a proposal, but now there’s silence. So, how do you re-engage a prospective...
Video: Sales Conversations: Pre-brief & Debrief
There are two pieces to a sales conversation that if you put this into your process, you will have much more effective and more momentum gathering conversations in the future. The first is the pre-brief. The pre brief is essentially thinking through the outcomes that...
Video: Optimize Sales Skill Development for ROI
Smart organizations understand the value of sales training and investing in their salespeople and sales leaders. When developing these skills, focusing on four key areas can ensure a robust and sustainable program. 1. Sustainability Objectives First, consider...
Video: How to Optimize New Offerings for Sales Growth
If you have a new offering that you’re putting out into the marketplace, these strategies will help you optimize the new offering to accelerate sales growth and also profit growth. Ensure that the sales team is very clear on the top line revenue targets, as well...
Video: Leverage as a Sales Strategy
Leverage is an incredibly powerful sales strategy. At its core, leverage means taking one idea, one strategy, or one sale and expanding its results significantly without much additional effort. Here’s how it works in practice: Expanding a Single Win: One client of...
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