The Power of Questions Check out the podcast -PIVOT with Greta Schulz -Excerpt From Harvard Business Review There are few business settings in which asking questions is more important than sales. A recent study of more than 500,000 business-to-business sales conversations—over the phone and via online platforms—by tech company Gong.io reveals that top-performing salespeople ask
To Train or Not to Train Training Important vs. Effective Training is an important and ongoing part of sales force development. Not only initial product training but ongoing sales process training to include; prospecting, calling at the top of an organization, closing and the activities it takes to get there consistently. To Train “To have
What are the top 5 things?? What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Tis is about the 5 things. Today you need to be smart, curious and
Today, more organizations are facing increasingly more competition, rapidly changing technology, slower market growth, and less product differentiation. This trend requires true professional selling to manage more accounts, build stronger relationships, sell to multiple buyers, and be much more creative when selling. Therefore it becomes much more difficult than it used to be to sell…
Being a leader is different than most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all she has been in sales for almost 8 years and has always been at the top of the leader board. She knows she will really
Top 5 Hiring Mistakes We all know the value of a good employee. In sales, this can make or break you. Are you hiring right?? 1) Looking for new employees when one is leaving. I think we all know the value of a good employee. Make no mistake, if you hire (and manage) right, your
Whenever I go anywhere – a lunch, a networking event, a fundraiser people are constantly giving me business cards, sometimes often before they say ”hello”. We put so much emphasis on these 2-by- 3 cards and for what? Do you think it’s going to sell for you? Have you experienced the people who hand out so
