Tags » Sales Techniques

How to make your sales team great listeners

Scenario 1. Sam is off to a meeting with a prospective client. You’ve armed him with a bunch of questions he needs to ask, he’s prepared with his list: 312 more words

Sales Techniques

The most underused question in sales

How many of your sales prospects are you waiting to hear back from right now? How many are stuck in your sales pipeline and you’re not sure what’s happening to the deal? 223 more words

Sales Productivity

How Do You Develop a Solution with Your Prospect

By Philippe Lavie, President, KeyRoad Enterprises

Decide which of the following people loves you the most: your spouse, your mother, or a significant other. Then, the next time you see her, tell her within a few minutes: “You need to do this. 1,419 more words

Sales Tips

Buzzwords Can Kill Your Presentation

By Peter Cohan, Principal, The Second Derivative

When you use meaningless buzzwords and phrases in a presentation or software demonstration, you risk loss of credibility. Presentations and demos need to focus on facts – not supposition. 761 more words

Sales Tips

The Multi-Enterprise Market

By Michael Tanner, Managing Director, The Chasm Group, LLC

When I think about the 1980s or early 1990’s, I find myself feeling pretty nostalgic. It was a much simpler time in the high-technology business. 2,015 more words

Sales Tips

Cross-Selling Takes Teamwork

By John Boe, Motivational Speaker, Co-Author – “Mission Possible!”

Progressive companies understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth. 801 more words

Sales Technique