Did you know that according to a survey by the American Society for Training and Development, 75% of executives say that mentoring has been critical to their career development? Mentoring isn’t only good for personal benefit, it can also help coworkers and your organization as a whole. Mentoring is different than managing or coaching. It...Read More
If you’re in sales, asking questions is a large part of your daily duties. Questions are arguably the most important tool in a salesperson’s arsenal. Asking questions in the right way can compel a prospect to act, open their mind to new possibilities, and even secure buy-in for the next step in the sales cycle....Read More
We’re less than one week into March Madness. How’s sales productivity in your environment? If you’re having challenges in keeping the team focused on business, or if you want to amp up sales performance in general, build a sales tournament with a March Madness theme. Then you can take some of that energy your team...Read More
A popular movie was released in 2005 called The Sisterhood of the Traveling Pants, which told the magical tale of a pair of jeans that fit everyone in a group of four friends, all with different body types. Although this $40 million-grossing movie was massively popular, the idea of “one size fits all” is not...Read More
Empathy (noun) – the ability to understand and share the feelings of another. Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. Think about it — when do sales occur? Sales happen when a prospect is facing business challenges and they believe...Read More
Attention spans may be shorter these days, but that’s not a valid reason why you can’t keep your prospects’ attention. The real problem? They don’t have the willingness to give you their time or energy. Simply put, you haven’t yet “caught” their attention. This doesn’t mean that it’s time to move on to other prospects...Read More
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