Keeping your sales pipeline filled for the remainder of the year and beyond requires more than hard work and longer hours. It requires a fundamental change of approach. Your sellers must progress from servicing demand (based on what you sell) to creating demand (based on how you sell). Sellers create demand when: they’re able to tie ... Read More >
This time of the year is critical for a strong second-quarter close and for ensuring the sales pipeline is filled for the remainder of the year. How can your organization achieve this ambitious but necessary goal? It requires a change of approach — it demands that your sellers progress from servicing demand (based on what you ... Read More >
It’s time to take steps to ensure your sales pipeline is filled for the remainder of the year. You can accelerate the process by transforming your team from order takers into demand creators — helping your sellers progress from servicing demand (based on what you sell) to creating demand (based on how you sell). Creating demand is ... Read More >
Most businesses are investing in outdated sales training methods and seeing little to no return. Do you wonder why results don’t happen? Traditional sales training follows a classic model: The instructor lectures. The students take notes. This instruction flows but one way: from the instructor to the class. Students — sellers — are expected to absorb information and then ... Read More >