Tag Archives: sales roadmap opt-in

The book, The Challenger Sale, was first published less than a decade ago and quickly became the topic of discussion because of its positioning as anti solution selling – a methodology vastly adopted by organisation around the world. Also Read: Using the Agile Sales Methodology to Manage Teams Solution Selling – The Four Essential Steps of […]

Too many sales professionals think they need to do all of the talking when meeting with prospects. They tell them everything about their product or service. They dominate the conversation, leaving little time for the prospect to share anything about themselves or what they’re looking for. The end result is usually the sales person talking […]

Making compelling demonstrations of how your product can help prospects overcome their challenges by effectively using proof devices. The sales demonstration is a time-proven strategy that strengthens the presentation by attracting the prospect’s attention, stimulating interest, and creating desire. Few do it better than those working in home improvement. Several years ago, I attended a […]

Heading a successful sales team requires more than stellar employees and offering outstanding leadership. You need to provide the right tools for your team to close the big deals. Luckily, there are advances in artificial intelligence (AI) which have the ability to assist you and your team to sell more, faster and with less stress than […]

Understanding the decision-making process: Understand how the decision-making process (and buying criteria) differs between B2C and B2B customers. Are you selling to businesses or individual consumers? If you don’t think it makes a difference, think again. There are naturally more consumers than businesses, but they purchase in lesser volume than organizations. Businesses tend to be […]

Good morning from Bangkok, Thailand. It’s been an exciting 2 days bringing the Soco Selling methodology to a team of Thai speaking sales representatives in Bangkok. Our Thai sales trainer Sasivee has done a wonderful job engaging the team with funny stories and activities. Just check out this video of her telling a funny story […]

A job in sales is one of the most in demand and least filled positions in Singapore. So if you’re looking for a job that lets you meet lots of new people, often allows flexibility to set your own hours and the chance to make more money the better you preform, look no further than a […]

Coaching for Success Leading a team of sales professionals that knows what it should do and one that does what it knows, are two very different things. What can you do to help your team reach its potential and consistently adopt desired selling behaviours? Socrates may have had the answer when he said, “I cannot […]

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