What Sales Development is Needed Today?

This is one of the most common questions I get from both Sales Managers and Sales People. What types of training and development is most important today for success in B2B sales?

Well, here is a short list of what not to be learning more of today…

  • Overcoming the gatekeeper
  • Handling Objections
  • Trial Closes after identifying any Problem
  • Asking more Pain Questions
  • 1001 ways to close
  • Learning manipulative questions or other techniques
  • how to read a power point presentation

Okay, I realize some of you know these tactics do not work in serious b2b selling and definitely not with higher level decision makers. So what should you be learning if you want to improve your b2b sales results?

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Buying Lunch is No Longer a Sales Strategy

You would believe that buying lunch for a buyer or decision maker is some type of unique or sure-fire sales strategy based upon the volume of this practice. However, here’s a message for those that actually want to be successful in the sales profession.

“Learn How to be Known as a Problem Solver for Customers!”

The key thing you can choose to learn, is how do I solve customer problems that keep them up at night? Customers are looking for sales people or anyone that can solve their problems – quickly. So how do you become the top of mind problem-solver?

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