Category Archives for Closing the deal

3 Books for Selling in Turbulent Times

3 Books for Selling in Turbulent Times

While we’re taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep

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Stop Talking about Products and Start Talking about Problems

Stop Talking about Products and Start Talking about Problems

At many companies, salespeople and marketers focus on products when talking to customers – not business problems.   The challenge is to get your sales and marketing team to focus on your customer’s business

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Sales Coaching

How to Make Time for Sales Coaching and Get More Deals Closed

Do you ever feel like most of your days are spent going to meetings, assembling information for reports, and putting out fires? Do you wish you had more time to focus on the things that will make the

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Get New Business the Easy Way

Getting New Business the Easy Way

What’s the easiest way to get new sales revenue?  Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious

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Are Your Sales Happening too Slowly?

Are Your Sales Happening Too Slowly?

We Need More Sales Now! For every entrepreneur, CEO and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales.  So how do we speed sales up? For starters,

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5 Gifts to Give Yourself this Season

Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals.   If you are like most, the holidays are an unreasonably

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Referrals can boos Account-Based Sales

This is How Referrals Can Boost Your Account-Based Sales

Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many

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Trade Shows

Make Trade Shows a Dependable Source of Qualified Leads

Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events

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When Buyers are Stuck

When Your Buyers are Stuck, Less is More

Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it.

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Sales Team

Superpowers Every Sales Team Needs!

The Buyers Journey is Complicated  It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a

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