Yes, it’s important for businesses to understand who their customers are. But how do you make customers buy from your business? Sales is a mission to outperform the competitors and gain market share. This is why business should do more than offering great products to make sales nowadays. Read More
Sales training needs to change - sales reps need a new set of skills beyond traditional sales call execution, sales strategy, and sales negotiation training. We suggest these six skill sets are candidates for subject areas to incorporate into sales training programs that would help sales reps adjus Read More
A list of 13 proven tips and tricks to impress a prospect in two minutes window of opportunity. A broad list of best sales tips, tricks and tactics to impress a prospect quickly. Read More
If you find yourself chasing clients, haggling over -- or finding resistance over -- price, or doing a lot of things for free or "for exposure" -- this may be the one thing you're missing! Read More
You’ve just earned your company a big contract and you’re about to look amazing in front of the boss. You worked hard for that sale, but what if it didn’t have to be so difficult? What if you could earn more sales from customers that already know, like, and trust your brand?

You can, by using ev Read More
Internal champions sell when you're not there! 7 tips for salespeople for identifying and developing internal champions. Read More
Don't let active listening morph into selective listening, take in everything the buyer says, not just those things that you want to hear. Read More
I wrote, Finding The Decisionmaker, discussing the consensus buying process and the increasing number of decisionmakers involved in complex B2B sales ( Average of 5.4 according to CEB.) My good friend, Martin Schmalenbach, always calls BS on me in such interesting ways. Read More
Buyers have a myriad of products to choose from - salespeople must ensure that they're products - and services - are included in the consideration set. Sales reps cannot win a sale if they don’t understand the buying process, don’t make the initial cut-off and once there – don’t understand the trad Read More
Sure, an in-person meeting would be nice, but it’s hard to schedule a sales pitch for a San Francisco client if your company is based in Barcelona.

That’s where virtual meetings come in handy: video conferencing and screen sharing are key tools that can help facilitate sales with the click of a Read More

Three Key Voluntary Policies for Women

Today 4 in 10 women are the sole or primary breadwinners for their families,¹ and they do more than twice the amount …

Chris Farmer @CorporateCoachG Trains Your Team

If you feel your management style is lacking, Chris Farmer has some ideas for that. Ironically, it was another … More
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