Closing | Complex Sales

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geopolitical tensions, supply chain issues, and stubbornly high inflation rates.

Sales Management | Sales Coaching | Closing | Managing Performance

I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% over the last twelve-month period -- not bad!  So how did this sales leader improve his team’s close rates?

Sales Management | Sales Coaching

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn.

Sales Management | Sales Leadership

The over-arching objective of sales enablement professionals should be to support revenue growth by helping sales professionals achieve their sales goals. The most important way to accomplish this is to "reduce the time sellers spend not selling," and focus on client-facing tasks that improve sales

Sales Management | Recruitment & Selection | Sales Training | Sales Leadership

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training. But sales training can also provide your organization with hidden benefits.

Managing Objections | Negotiating

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone. One minute you’re about to close a large sales opportunity and the next, you’re facing a series of roadblocks.