“A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.” This quote has become synonymous with an outdated way of thinking about sales. It spoke to a time when salespeople were pushed to close deals by any means necessary. That aggressive mentality is giving way to a more thoughtful approach — one that values curiosity over hard sells. As someone who’s … [Read more...] about Why Not to “Always Be Closing” in Sales (and What to Do Instead)
Personal Selling: How To Build Better Customer Relationships and Close More Deals
People don’t buy things — they buy feelings. And while the world has become comfortable making purchases without any human interaction, the personal touch is more important than ever for making a successful sale. Consumers often don’t consciously know why they make the purchases they do, and 95% of purchasing decisions are subconscious, according to Harvard professor Gerald … [Read more...] about Personal Selling: How To Build Better Customer Relationships and Close More Deals
Sales Coaching: 10 Effective Tips That Work
Good sales coaching can unlock serious revenue potential. In fact, effective coaching can increase sales performance by 8%, according to a study by Gartner. But many sales managers find coaching difficult to master, especially in remote environments or when asked to do more with fewer resources. If you’re struggling to effectively coach your sales team, don’t despair — I’ve … [Read more...] about Sales Coaching: 10 Effective Tips That Work
What Is Outside Sales? The Ultimate Guide
Digital communications have changed sales forever. Our State of Sales report revealed that 57% of buyers now prefer to engage with companies through digital channels, and more than 90% of B2B companies have adopted a virtual or hybridized sales model, according to McKinsey. But that doesn’t mean field sales is dead. Outside sales (aka field sales, or making deals in person) is … [Read more...] about What Is Outside Sales? The Ultimate Guide
Cold Calling Scripts: Your Gateway to an Engaged Prospect
Ask a sales pro if they want to do some cold calling, and you’ll likely get some form of, “Do I have to?” For many, the idea of calling a stranger out of the blue isn’t so appealing. But mastering the art of the cold call can spell sales success, and it doesn’t have to be painful. This guide will explain the nuts and bolts of cold calling, including my favorite frameworks for … [Read more...] about Cold Calling Scripts: Your Gateway to an Engaged Prospect