Category Archives: Selling Skills

Building Consensus with Buying Committees: How to Avoid a No-Decision Deal

By Sharon Gillenwater According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4 in 2015 to 6.8 in 2017. HBR also found that a typical solutions purchase is taking much longer … Continue reading

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16 Sales Prospecting Tips to Turn Your Quarter Around

By Scott Gilmore “Sales prospecting is the lifeblood of a sales organization.” Our founder, Tim Magwood, often said this. In my 20 plus years of sales prospecting experience, I’ve seen this statement hold true. Sales prospecting is key to replenishing your … Continue reading

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The Art of Storytelling in Enterprise Sales

By Sharon Gillenwater The art of storytelling is suddenly everywhere. Recently, within the space of two weeks, I attended three different sold-out storytelling events. One was produced by The Moth and another was produced by Pop-Up Magazine, both of which … Continue reading

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Six Mistakes You Should Always Avoid When Cold Calling

By Christine Harrington Today I want to help you avoid the mistakes I’ve made in cold calling. Mistake #1: Inconsistent Cold Calling When you’re inconsistent making cold calls, you’ll never become exceptional at it. It’s just like exercising – if … Continue reading

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What You Need to Know about Your Prospect’s Mindset

By Christine Harrington Many times the ill-prepared salesperson will dump all the features and benefits during the sales pitch. Why? Because he has no idea which benefit will interest the buyer. Successful salespeople understand the fundamental principles about why a buyer … Continue reading

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Why You Need to Know How to Sell to the C-Suite

By Sharon Gillenwater I gave a talk at the Sales 3.0 Conference in May about best practices for selling to the C-suite. As recently as a couple of years ago, I would probably not have been invited to speak on … Continue reading

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This is a Giant Problem for Salespeople

By Christine Harrington Here’s a mind-blowing statistic: 44 percent of salespeople give up after the first “no” from a prospect! If 44 percent of your sales team have an 80 percent probability of giving up after hearing “no,” you might … Continue reading

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Eight Sales Coaching Questions to Improve Your Reps’ Sales Calls

A quick email or phone call with the right sales coaching questions can tell you exactly where the salesperson stands on each opportunity. You won’t be able to assess every sales call, but you should check in with each team … Continue reading

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How to Overcome the Fear of Calling on Prospects

By Jim Cathcart This blog post is one of a series that features insights from certified Peak Performance Mindset trainers and experts. – Sales 3.0 Conference Editors Recently I taught an entrepreneurship class at the California Lutheran University School of … Continue reading

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The Best Way to Position Your Product Benefits

By Christine Harrington This blog post is one of a series that features insights from certified Peak Performance Mindset trainers and experts. – Sales 3.0 Conference Editors Do you have the habit of leading with product benefits? Too often, well-meaning … Continue reading

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