Is the Sales Opportunity Worth Winning?

As sales professionals, our time is our most valuable resource. How we invest that time will ultimately determine our success in sales.  Have you ever been excited about winning an opportunity, but then had to spend a great deal of time with your customer post-sale, work with others at your company to implement the solution,…

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Can You Win the Sales Opportunity?

As sales professionals, we have limited time; a finite number of hours to hit our sales goals. How we invest that time will ultimately determine our level of success.  There’s a mentality out there among sales reps that we should pursue every opportunity that comes across our desks. But if sellers are chasing deals that…

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How to Determine If Your Sales Opportunity is Real – Part 2

Sales reps have less access and limited time with decision makers since the growth of virtual selling. It’s more critical than ever for sellers to spend their time and resources on the right sales opportunities. But how do we know which sales opportunities are the right ones? In the first part of this blog series,…

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How to Determine If Your Sales Opportunity is Real – Part 1

As sellers, our most valuable resource is our time.  If we had more time, we could close more business.  But, since the onset of virtual selling, it’s been a lot more difficult for sales reps to qualify and win opportunities because we have less access and limited time with decision makers. And while we are…

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The Role of Emotion in Buying Decisions

Are you emotional or logical? Left brained or right brained? Task or relational? The answer for most of us is, of course, both.  However, what many sellers don’t think about is that when it comes to decision-making, and particularly buying decisions, almost all people make an emotional decision and then justify it with logical reasons.…

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The 3 P’s To Influence Your Unreceptive Customer

One of the greatest challenges that all salespeople today face is that our audience’s level of receptivity is rapidly decreasing. Said another way, our customers are becoming less receptive to us and to our messages.  The people who are open to meeting with us, the people who are emotionally open to new ideas, even in…

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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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