Category Archives: Selling Skills

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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Four Superpowers You Need to Succeed in Sales

By Alice Heiman The world is changing – and what it takes to succeed is changing also. Data scientists say we are now living in the “fourth industrial revolution.” This means that, by the year 2020, we’ll have become used … Continue reading

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How to Get a Face-to-Face Meeting with Prospects

By Danny Wong A salesperson has to be the type who never takes “no” for an answer from prospects, but even the most hard-working and diligent professionals can get discouraged after hearing it so often. Sales calls have a tendency … Continue reading

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Seven Expert Tips to Improve Your Sales Presentation

By Alice Heiman In sales, it’s common to confuse giving lots of presentations with success. If you spend lots of time presenting but aren’t getting enough deals closed, there are probably some very simple things you can do to correct … Continue reading

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An Effective Tactic to Grab the Attention of Busy Prospects

By Andrew Field As a sales professional, you wear more hats than meet the eye. You’re an expert in your space, a curator of information, and a ruthless researcher. You bounce back from rejection. You’re tougher than Rudy and Rocky … Continue reading

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