As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundam...

Renewals, especially when it comes to the “as a service" business model.After all, we’re living in a subscription-based world

As we enter a new year, it’s a time to reflect on the past and set goals for the future. This year especially, most of us are ready to turn the page and focus on what’s ahead

How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated

How do you have a conversation with a prospect that focuses on value, rather than the “P" word – price? We all understand that price will be a consideration when making a purchase, but when you compete solely on price, yo...

There are times when sales reps identify opportunities that, for whatever reason, they just can't win.Perhaps it is the competitive nature of many sales reps and the challenge to cling to an unqualified opportunity because he...

While curiosity may have killed the cat, it also helped the sales rep close the deal …Successful sales professionals are curious by nature. They are interested in learning about their prospect’s business, their circumstan...

Most salespeople dread objections. Objections from prospects that typically surface toward the end of the sales process can feel like a roadblock to success

People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity