Sales Technique Insights

Building a sales funnel can be a lot of work: You need marketing and sales collateral, you need to get out there and aggressively fill your sales funnel with contacts,…

At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given…

Imagine you have two sales people on your team. The first one makes 25 outbound calls in an hour. The other makes 35 calls in an hour? Who did a better job? Ahh… you…

Yeah, yeah, we all know it’s how we’ve ‘always’ forecasted probability and weighted our pipelines. Yes, for some reason all the CRM vendors’ ‘out of the box’ implementation of the…

High value activities are the activities that produce your most important outcomes. These activities produce the results you are measured on, and they are the difference between success and failure.…

Leaving the business case in the hands of a buyer or sales person can negatively impact sales. According to IDC’s annual 2012 Buyer Experience Study financial justification/ROI is critical to…

The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs…

Since objections are a natural part of the B2B sales process, it is essential that sales professionals acquire good negotiation skills to close more deals on time that are favourable…

Sales managers are always looking for opportunities that will give them a compelling reason to meet with new clients or secure bigger deals with existing customers. For a sales professional,…

If your product or service allows you the chance to up-sell your customer at the point of sale (and seriously, what product or service doesn't?), then you can instantly double…