What do buyers want sellers to talk about? What do sellers actually talk about? Research shows a surprisingly high level of misalignment on these two questions. Find out why and…
What’s the worst thing you can possibly do during the first 20 seconds of a cold call? Talk about your products and your company. Seems odd, doesn’t it? You and…
New ways to communicate create new opportunities – but also new challenges – for salespeople. And it’s hard to know what the rules of engagement are. When businesses first began…
Every salesperson knows that customer relationships are built on trust. But there’s a little-known element of trust that many salespeople overlook. In this Quick Take, you will learn: The true…
Some sales are straightforward: You know who the decision maker is and how he or she will make the decision. But most sales – especially big sales – are anything…
You need to be flexible in sales. The better you adapt your behavior to the situation, the more success you’ll enjoy. But there are certain rules you can’t break, if…
The thing about hiring salespeople is that they’re going to try to sell you on themselves, because selling is what they do. And that’s fine, as long as they really…
Scott Odom, VP of Strategic Accounts at Clover Imaging Group in Düsseldorf, Germany, deployed the RLI Selling Essentials online sales program in Clover’s European operation. Within three months his team…
