Sales Techniques

Master proven sales techniques. Practical approaches to closing more deals.

Improving Sales Compensation Plans

A Guide To Improving Sales Compensation Plans

2 Comments / Sales Force Management / By

Improving compensation plans can help inspire your sales team. As a great sales leader, your key performance indicators include sales volume, sales revenue, profitability, return on investment, market penetration and market share. You must, therefore, provide your sales team with the resources necessary to achieve these objectives. This includes financial resources. Could your sales compensation […]

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Assessing Productivity and Profitability

Sales Force Management / By

Assessing the productivity and profitability of each sales team member. The purpose of measuring performance is to clarify the profitability of the sales volume brought in by each sales team member. With that seemingly attainable outcome in mind, why do companies struggle with assessing sales force productivity? They sometimes find measuring sales performance challenging because

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Why Developing Your Expert Power In Sales Is Crucial For Success

Sales Skills / By

In the competitive landscape of today’s business world, standing out from the crowd is essential for success. While many focus on conventional strategies like sales tactics and networking, there’s a potent yet often overlooked force that can elevate individuals to new heights of influence: expert power. Expert power isn’t just about being knowledgeable; it’s about

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Becoming a product expert

Becoming a Product Expert

Sales Skills / By

Becoming a product expert: Being familiar with your products, the things you sell and clearly communicating the features and benefits. There’s good news and bad news. I’ll start with the bad news. Buyers have more choices available to them now than ever before. And those choices complicate the buying process. Now the good news. Becoming

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10 Sales Needs Analysis Questions You Should Always Ask Prospects

10 Sales Needs Analysis Questions You Should Always Ask Prospects

1 Comment / Lead Qualification / By

Too many salespeople try to sell before understanding prospects’ most pressing challenges. To illustrate, can you imagine a doctor giving you a prescription before understanding your symptoms? Of course not. That’s why salespeople create a needs assessment, also known as a sales needs analysis. We use it as a checklist or diagnostic tool with our

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Phone Sales Script

Highly Effective 6 Part B2B Phone Sales Script For Sales Success

B2B Selling / By

You’re here because you’re struggling to schedule appointments with prospects. However, more to the point, you can’t seem to hold conversations that resonate with prospects. Here’s the thing, too many salespeople wing their sales calls, but why? Without structure or plan, you leave too many things open to chance and lose control of the call. Follow

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Why Relationship Selling Is Essential For Increasing Sales

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How important are relationships when selling a product or service? A salesperson can compete based on product, price and service but still lose the sale because of the relationship between the customer and a competitor’s salesperson. Consequently, it’s no real surprise that people prefer to buy from people they know, like and trust. Your likeability

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