Much has been written about handling objections in sales. Most of what has been written on the subject has remained unchanged for decades and most of that did not conform to what.

Sales pipeline/sales funnel management for most companies we have studied is an underperforming, underutilized tool. Most often the pipeline/funnel is intended to be a forecasting.

Many sales leaders often tell us that their sellers just need to be better at closing. Often, they point to their sellers’ negotiation skills and want them to get trained on sales.

Every seller, sales leader and C-level executive recognizes that recessions create special challenges. Clearly, budgets tighten, decision-making autonomy decreases in every.

"Tariff increases of more than 100%!" "President raises tariffs on every trading partner!" "Supply chains have already begun to feel disruption!" For even the most well-informed.

Over the course of the last 30 years, a variety of sales methodologies have come in and out of vogue. Consultative Selling, Solution Selling, and Challenger Sales are just a few.

Over the past 30 years there has been an ever-expanding number of sales technologies competing to be a part of a company’s stack. Once Salesforce.com demonstrated that cloud-based.

Most sales organizations are unprepared to conduct consultative negotiations as part of closing a deal. This lack of proper preparation and lack of understanding how to negotiate.

For decades now, the line between inside sales and field sales has been growing increasingly blurry. This was already true well before technology and the pandemic changed how many.