May 4, 2020

Do you sometimes wonder how they do it? You know who I mean–the top sales teams, the ones that are always getting recognized for their performance. The ones that customers love, and the ones that are able to spend time with their families every night. Are they the “cho...

April 6, 2020

Objections are an essential part of the sales experience. Here are some how-to suggestions to help you work with common sales objections.
 

You rarely meet a salesperson who jumps up and down with glee when their customer poses an objection. It seems every bone in their...

March 25, 2020

How do we stay connected with our customers and maintain sales and project momentum in the current environment?

In the past month, much has changed as to how we conduct business. Buyers and sellers are both challenged with performing their roles exclusively via phone ca...

March 9, 2020

How would you describe your business if you met your dream customer in an elevator and you only had the time it takes to get from the top floor to the bottom?  A brief but compelling story will get you started…. but it needs to be intentional if you expect it to have le...

July 11, 2019

Investing in a sales process is just the beginning. How you bring it to the field and make it stick is the end game. These institutional best practices extend sales process adoption in effective and efficient ways.

Critical Path Strategies has observed four attributes...

June 25, 2019

In a major study, the top 1% of sales reps were asked to identify what they felt was their most important sales skill. Over 60% of the respondents said listening! And the most effective listeners excel at a related skill: They ask great questions!   

Importanc...

June 18, 2019

Putting executives first differentiates you and paves the way for a relationship. Demonstrating your understanding of their issues and sharing insight and perspective on their challenges will have them asking for more of your thoughts, earn you their respect, and gain...

June 18, 2019

A Harvard Business Review article on sales coaching reports that most sales and service organizations are investing more time and effort in improving sales managers' coaching of their salespeople. Research by the Sales Executive Council (SEC) shows that no other produc...

January 18, 2018

What is Employee Advocacy?

Employee advocacy is not a new concept however the name and the tools to implement it are relatively new. Employee advocacy is empowering your employees to extend your brand’s reach to their network. Not so complicated, right? And thanks to so...

December 18, 2017

Hollywood movies have depicted “the close” as a salesman, devoid
of conscience, using guile and deception to manipulate his clueless customer into signing an agreement that will end badly for him.
His manta...“A...B...C...Always Be Closing!”

Thankfully, the real world...

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