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How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. To use a s...

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Here’s a typical exchange between a prospect and a salesperson when this common sales objection is raised...

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“I’m confused. I’ve had great meetings with the right people in the organization. They said that our product looks terrific...

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Let’s be honest, sales is hard, and nobody really plans to get into sales. For many of us, a career in sales was not our dream j...

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What are the biggest mistakes salespeople make with PowerPoint presentations? Too Product / Service Oriented and Too Many Slides M...

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Everyone knows and expects prospecting to be laborious. Often we hear people say that it’s a “numbers game”. Well … that i...

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Maybe? You read a lot about differentiation in sales, there is almost an obsession with it. But is different better, or just diffe...

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The sales team is the primary revenue source for most businesses. However, this revenue is not without significant cost. If not ca...

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Why is the Technique Useful? 1. Quantity: To increase your Efficiency, Productivity and Momentum Given voicemail today, the averag...

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In all the years that I have been in the sales consulting business, the one phenomenon that I always find surprising is how many s...

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You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision?...

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This post originally appeared on Jill Konrath’s website and is republished here with permission. At a recent conference, a sales...

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