In consultative sales, don’t stop at discovering the Challenge/ Opportunity ! You must also discover the Need/Want and finally and......

Goal setting anxiety !? Focus on what matters. Setting goals is important, however creating the habits that will ensure that......

There is one thing that Sales and Marketing departments agree on: referrals are the best lead source for a business, whether in a B2B or B2C context. The good things about referrals are that they have a positive impact on the closing ratio, the length of the sales cycle, and the average customer lifetime value....

To ask your client a lot of questions can sometimes be off-putting for both of you, and so it helps if you can figure out a way for them to grasp the importance of them....

Sales representatives have this tendency of jumping on large sales opportunities, which is fine because you can often make a......

Price conversations are the Achilles heel of many salespeople. Not only are they uncomfortable broaching the subject, but many are......

As with sales representatives, the compensation plan of a Sales VP is subject to several criteria. A mixture of the following......

A sales compensation plan must be carefully rolled out after an elaborate analysis and evaluation of your market reality, your......

It’s unavoidable.

As a sales representative, you’ll confront resistance at some point in the sales process, usually at the prospecting phase. Recognizing resistance and knowing how to defuse it are essential competencies to master.

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