Categories for Sales Blog

Getting Buy-in for a Sales Culture Change

September 30, 2013 10:28 am Published by Michael Boyette Leave your thoughts How do you get your sales team to buy in to your new initiative, so that it will be successful? Here are three “been-there” keys to getting it right.

Make sure you maintain your existing network

September 27, 2013 10:53 am Published by Michael Boyette Leave your thoughts The value of building a professional network is clear. But while many of us focus on making new connections, it is easy to forget the need to maintain the old ones as well. Read on to learn how you can do that.

When you must challenge a buyer’s deeply held beliefs

September 25, 2013 1:07 pm Published by Michael Boyette Leave your thoughts How can you get buyer’s to change their minds about deeply held beliefs? Research shows painting them a picture might help. Read on to learn more.

How much ‘Muda’ is in your sales process?

September 23, 2013 10:15 am Published by Michael Boyette Leave your thoughts Does your sales process contain an abundance of unnecessary activities? If it does, imagine what would happen if that work were eliminated. Read on to learn what kinds of activities you could stand to lose in your process.

5 key things to know about decision makers

September 13, 2013 10:02 am Published by Michael Boyette Leave your thoughts These days you can learn a lot about a buyer from Internet research, and it can come in handy when you are trying to develop a stronger relationship. But there are five things you need to know that will give you a “leg up” over everyone else. Read on to learn what they are.

Find the customer’s pain? What if they’re not hurting?

September 11, 2013 10:38 am Published by Michael Boyette Leave your thoughts Salespeople are often taught to find the customer’s pain. But what happens when the prospect doesn’t have any pain? Read on to learn how you can appeal to buyers who seem to have no immediate problems.

Study shows new way to set yourself apart

September 9, 2013 10:46 am Published by Michael Boyette Leave your thoughts Finding relevant and credible information is difficult, according to recent research. And it represents an excellent opportunity to set yourself apart from the competition. Read on to learn more.

The Selling Essentials Minute, Ep. 31: Prospecting: SCHEMA and the Pigeonhole

September 6, 2013 10:26 am Published by Michael Boyette Leave your thoughts On today’s episode of the Selling Essentials Minute: How can sales professionals keep from being automatically ignored by prospects? By doing something that the prospect isn’t expecting. Watch and find out more.

Just tell them to figure it out

August 30, 2013 10:34 am Published by Michael Boyette Leave your thoughts Salespeople can’t excel, differentiate themselves or maximize value unless they have the skills to “figure it out.” How can you help them do that? Read on to learn.