Communication skills

Oh Yeah? Prove it!

Drive Sales Effectiveness by Using Evidence Once a salesperson has diagnosed the buyer’s problem correctly, he or she needs to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. A high-performing sales team knows they need to gain the high ground in order …

Oh Yeah? Prove it! Read More »

Have Them at Hello

Encourage Sales Starters to Build a Strong Sales Team Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a VP at Comcast. Sometimes …

Have Them at Hello Read More »