Following your sales process helps identify the appropriate conversation to have with your customer. And having a list of activities that you do “when you are at your best” is also a good primer for ideas on best next actions. These 10 questions can also ensure that you are covering all of the bases...

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 “chosen few” among us? What pushes...

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 body aches as they feel the pa...

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 calls and audio/video conferences...

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 legs and merit further exploratio...

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 that are common among top-perfo...

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!   

Importance of a Questioning Strategy

If y...

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 you more access.

These 12 best p...

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 productivity investment comes closer...

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 social media, employees can quick...