Sell the experience – not the product

Sell the experience – not the product

  In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the...
What is the goal of your initial sales call?

What is the goal of your initial sales call?

Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...
Have a mentor-be a mentor

Have a mentor-be a mentor

Corporate sales training and sales management typically are the components that B2B sales executives rely on for quota achievement. Corporate sales training most likely will focus on industry trends, product knowledge, competition, etc. Maybe even ROI and translating...
Make the most from a lost sale

Make the most from a lost sale

Let’s face it. No one likes to lose business. That empty feeling after losing a hard-fought battle can be devastating. This is especially true if you lose a deal in one of your key accounts that you forecasted at a 90 percent close rate. It is an extremely emotional...