INSIGHTS

Inbound Leads – Is Qualification Replacing Your Discovery?

Is your sales pipeline qualification driven or discovery driven? Today’s best in class B2B companies are unifying sales and marketing...

3 tips to keep from pitching recklessly during virtual discovery meetings

If you are struggling with having your initial client meeting default into a solution pitch, you are not alone. Effective discovery...

Finding Hidden Opportunities in Your “No Decision Deals”.

There could be a small goldmine in your CRM – A reservoir of deals that were closed to “No Decision Outcomes” during 2020. Clearly a...

3 Reasons to Talk to Competitive Accounts that Other Reps Say Will Never Change Vendors

Have you ever heard the advice below from another rep or colleague when you were at the early stages of targeted outreach to your big...

3 Tips to Make Your Virtual Sales Conversations More Interactive

Does trying to get your prospects and customers engaged during virtual sales calls leave you feeling like you are having a conversation...

You Still Have a Quota in January. Be Cautious When Discounting Major Deals in December

Price can always be your negotiating lever but it's not the reason to buy. Although it may vary based on how your compensation plan is...

Yeah But……………

We all say and think it sometimes. What about when we have a prospect say this to us early in a discovery meeting? Yeah but … we are not...

Well That Was Awkward!!! 5 Tips to Make Your Virtual Sales Calls Less Uncomfortable

During the opening of a sales meeting, top sales people consciously and subconsciously leverage spoken & unspoken communication to build...

3 Actions You Can Take Now to Crank Up Your Sales Engine

Regardless of when and what the “new normal” is, top sales organizations are brushing themselves off and adapting with agile plans to...