You don’t have to wait to ask for referrals, learn how you can ask for references as early as at the end of the first meeting or the prospecting call.

Large sales opportunities can be very attractive, but don’t let them spin you off your wheels. Variety is key to reaching your objectives and not caring.

To integrate recurring revenues into your business model, you need to restructure your sales team, review your compensation plan and track sales.

Resist the urge to send out an early proposal by halting a prospect who’s trying to fast track the process. Proposing should remain at the end of the sales process, when the prospect and rep have a clear grasp of the situation.

The trick to get out of a pricing conversation, or how not to get stuck in one, is using consultative and value selling. With open-ended questions, reveal the client’s compelling reasons to buy. Focus on value, not price!

Sales managers should benefit from the same type of coaching sessions as sales reps. This coaching should be provided by sales leaders. Managers should be listened to and practice dealing with various tough situations through role play.

The key to a successful coaching session is to create a safe environment for your reps. They must feel listened to and be confident that they can openly discuss their mistakes without fear of repercussions.

Employers must take into account industry, growth, and risk factor as well as a rep’s motivation type when drawing up their compensation plans.

A VP Sales compensation plan plays a huge role in a company’s success, it should reflect their level of performance and responsibility. Learn more!

When reviewing sales compensation plans, sales VPs should start with a sales force evaluation, then conduct a yearly review of their team’s motivation and turnover levels, and look at the market for comparable.

“We don’t have a problem” or something similar is a common sales objection. Different objections will come up during different stages of the sales process. Ask open-ended questions to find the compelling reasons why you can help a client do even better, even if they are already reaching their goals.

Sales objections come in many shapes and sizes. When faced with a prospect’s “bad experience objection,” a rep should determine the cause by asking open questions and handle this objection by agreeing, and being honest and direct with the prospect.

To introduce recurring revenues into your company’s business model, you need to restructure the sales team, review the compensation plan and track sales using effective CRM.

When sales reps don’t take responsibility their actions, it’s an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.

To be a better sales VP you must focus on the skills and competencies which are specific to the role of VP. This article presents the best methods to improve these skills, making you a better VP for your sales managers.

Resistance from prospects in an inevitable part of sales. Most salespeople don’t deal with it efficiently, which leads to objections. There are 2 critical elements to master when trying to lower resistance.

The image we have of a successful salesperson is someone who’s extroverted. But can an introverted person have success in sales? It boils down to these 2 things that have nothing to do with personality traits.

Cold calling is a tried and tested method to establish a preliminary contact with a client, but many reps are reluctant to use it. What can a sales manager do to help them overcome this weakness?

A sales VP has a big impact on a company’s performance. For that reason, whom a leader chooses to hire is vital. There are two types of factors to consider – the company and the person. What is your company’s strategy, structure, size, and stage? How do the competencies of your candidates fit?

There are 8 competencies that underlay most challenges that sales VPs face. These challenges will appear differently whether they work in a SME or a large enterprise. In both cases, the first step is knowing their weaknesses.

Sometimes, salespeople have no control over a negative sales outcome, even if they perform the sales process perfectly. What should they do in such cases?

Profit don’t always match the expectations of leaders. Sometimes they are below expectations, and sometimes above. Do you ever wonder why your business is losing money? Why can’t management process can’t better predict results?