Building Relationships | Sales Management | Sales Leadership

By: David Jacoby
February 6th, 2023

Generation Z is all about tech and entrepreneurship. But when it comes to building relationships with customers, they might struggle a bit compared to older generations. So, to help your Gen Z reps, here are some key skills for building rapport. But first, let me share a quick story.

Building Relationships | Managing Performance

By: David Jacoby
December 27th, 2022

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rate. Low unemployment rates are a key driver of this increased turnover, giving experienced salespeople more employment options.

Selling Skills | Building Relationships | Sales Coaching

By: Ray Makela
March 31st, 2022

Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be more strategic and sell larger deals.

Building Relationships | Closing | Complex Sales

By: Ray Makela
December 2nd, 2021

"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give me access to their boss.” “If I go over my contact’s head, I’m afraid I’ll ruin my relationship.” As sales professionals, I’m sure we’ve all had these thoughts go through our minds as we pursue new opportunities. Getting access higher in the organization can certainly be challenging, but insinuating that the person you’re talking with isn't empowered or important enough for your presentation isn't a great way to build trust and rapport. And it’s not a good excuse to give up on the deal either. You need another approach.

Selling Skills | Building Relationships | Complex Sales

By: David Jacoby
October 22nd, 2021

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatically improve your odds of success. CTO’s set the technology strategy for the organization and then send the marching orders downstream. They also understand how your solution can potentially impact other departments within the organization—critical information in situations where you are navigating a complex sales process.

Building Relationships | Sales Management | Complex Sales

By: David Jacoby
September 30th, 2021

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is the "customer coach."