Engage More Sales Prospects with GAP Questions

We recently put out a blog titled The #1 Sales Lesson from Kramer, for all of our Seinfeld fans. We highlighted Kramer’s questioning technique in the episode “The Keys,” where he attempts to persuade George to move to California with him.  I sat down with our CEO, Tom Stanfill, to take this topic a step…

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The Keys to Effective Virtual Discovery

Virtual selling has been a buzzword in the world of sales for well over a year now. Based on our interactions with thousands of sales reps and sales leaders over the past months, most people agree that virtual selling will be with us, in most industries, for the foreseeable future. It will become part of…

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Tales from the Frontlines of Selling with John Ferguson

As we continue to conduct our sales training workshops virtually, we’re meeting and engaging with sales reps from all over the country and the world. Everyone seems to be in agreement that virtual selling will be in place, in some shape, form, or fashion, for the foreseeable future. Many reps are still on complete lockdown,…

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How to Make the Most of Your Sales Coaching Time

Sales coaching is one of the biggest keys for sustainment from a sales training and development perspective. We often discuss sales coaching from the management angle. However, it’s equally (if not more important) to examine the topic from the sales rep’s perspective. Most sales reps have likely had a variety of experiences with sales coaching…

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Effective One-on-One Interactions in a Virtual Sales Environment

As a continuation of our blog about the lasting impact of virtual selling on market dynamics, the sales process, and team selling, I wanted to unpack the effects (and the importance of) on one-to-one sales interactions.   The capabilities and skills required to sell virtually are different. Especially for field sellers learning to adapt to a…

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Tales from the Frontlines of Selling with John Cerqueira

As the world begins to recalibrate after more than a year of shutdown, many of us are left with questions about the future state of selling. What will be the lasting impact of 2020 and the rise of virtual selling? With that in mind, I wanted to examine and unpack the aspects of virtual selling…

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The Customer Is Not Always Right

The customer may know what they want, but not always what they need. Despite the incredible effort companies make to provide all the answers on their websites, along with a number of self-help tools, customers will still make a phone call. Maybe they don’t have a computer. Maybe they tried the website but didn’t have…

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How to Advance a Sales Opportunity Virtually

There are new challenges for salespeople selling virtually, whether it’s getting a response from prospects, setting a meeting, or dealing with Zoom fatigue. Selling has changed, and sales reps need to adjust. In our blogs each week, we try to offer helpful tips and suggestions to address the shift that sellers are facing.  We’ve spent…

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Putting The Organization in Sales Organizations

Staying organized and up to date with sales reporting and CRM software can be a chore for many B2B sales reps. Sales leaders appreciate the value of this kind of data, but it can be difficult to help sales reps see the value of spending their valuable time inputting this information.  With the explosion of…

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#1 Strategy For Sales Reps to Prospect Unresponsive Leads

  The problem that we’re going to solve for today is prospecting for B2B sales reps: how to prospect the account, not just the individual.  Even with inbound leads coming into their pipeline, sales reps often still struggle to make contact with the individual in that account.  When continuously pursuing the individual proves fruitless, what…

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