You don’t sell to a customer who HAS to buy the way as with a customer who COULD buy. One key to success is figuring out how to convert a has to buy to a could buy. Find out how to distinguish between the 2 types of customers to close more sales.

“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 prospecting isn’t easy. If your salespeople are prospecting too little or irregularly, evaluating them objectively on the 21 core sales competencies will allow you to identify why they aren’t prospecting: their will to sell, their sales DNA or their technical selling skills.

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.

Compensation plans don’t need to be complicated to be efficient. They must be carefully elaborated to suit every individual member of your team.

Diversity in sales is a must. A diversified sales force is synonymous with wealth and knowledge sharing. But performance is still the most important criterion when hiring a salesperson. In fact, when hiring using objective criteria, sales teams naturally tend to be more diversified.

Avoid the 9 most common mistake that lead reps to lose control of their sale. Reps that fall into one of these traps tend to empathize with their prospects because they also like to take time to think things through. Discover 7 perfect answers to handle the “I need to think about it” objection.

To respond to price objections, reps need to ask more questions to figure out where the push back is coming from. They also need to review their sales process

Sales objections aren’t obstacles, they’re really just an opportunity to ask more questions. Learn how to efficiently handle most common objections in B2B.

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.

Many sales managers are ill-equipped to face the challenges of their position. How does a sales leader determine if the sales manager is a good fit for their role? Sales manager evaluations help answer these 12 core sales manager questions.

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.

Sales coaching is an essential component of the sales manager’s role and responsibilities. Coaching can be done in groups or individually, but regardless a manager needs to find daily opportunities to coach each rep. The post-call coaching session is one such opportunity…

Sales managers tend to misuse sales pipeline reviews. Pipeline review meetings are essential in sales coaching. Follow 5 stages of an effective review.

The sales team is the driving force behind company growth. Without it, there’s no new income. However, sales management isn’t easy and most sales managers don’t have the necessary skills.

Discover the 10 core elements of an effective sales management.

Sales managers need to coach their salespeople on multiple occasions – before a rep’s prospect meeting is one of those moments. A pre-meeting session is divided into two stages: the first is to establish the context and the second is to provide the necessary coaching.

Hiring a sales manager? Thinking of promoting someone from within? Discover the 20 skills and competencies every great sales manager should have.

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.

The role of VP of sales is challenging and plays a pivotal role in the business because of its strategic dimension. Promoting a sales manager to VP should be done methodically, so rely on the data and science of a sales leadership evaluation!

An inadequate sales structure affects results. There are distinctive signs that it’s time for a sales leader to question the structure of the sales team. Discover how to structure your sales team in 6 steps.

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?

Different from group coaching, co-development uses the collective intelligence of the sales team to help a salesperson progress in a blocked sales opportunity and ultimately increase sales.

What makes a good salesperson? They represent only 6% of the sales population. Sales statistics and Sales Force Evaluations show that they have the will to succeed in sales and the sales DNA as well as the selling competencies needed. Do your sales reps have what it takes to be part of the elite?

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.

Because they allow for an increased supervision of sales activities and the improvement of prospecting skills, sales automation tools are as much the happiness of directors as of representatives.

Artificial intelligence will become more and more important in sales processes. AI helps salespeople concentrate their time and energy in being more consultative. Reps and sales managers must be prepared for this new reality, by mastering consultative selling.

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?

Every sales representative is different. To offer a personalized coaching, sales managers must first understand what drives their salespeople.

Detrimental to sales performance, limiting beliefs are strongly rooted in 84% of salespeople. They must be replaced with new beliefs that support performance in sales.

Sales closing rates are down? The need for approval of your different salespeople might be to blame. The need for approval is a weakness that results in giving more importance to being liked by the prospect than to close the sale.

Controls emotions: when a salesperson panics in the heat of the moment or becomes too excited when they hear what they want to hear, they aren’t controlling their emotions and stop listening to prospects and asking questions. They effectively lose control their sales process.

What must we do to reach our monthly profit objectives? Demanding a certain profit per product no longer make sense. Sales, operations & finance need to work together to identify the actions needed to reach the expected profit. Discover the 6 questions all pricing decisions must be based on.

A team’s DNA should be the concern of every sales leader looking to achieve the best level of performance. Discover the 6 elements and how to address them.

In sales, competition has many facets. Salespeople tend to only focus on direct competitors, but there are 3 types of competition and it is necessary to know that they are generally all present. That is why a sales process must allow the sales team to address them all adequately.

When making sales recruitment, hiring and development decisions, companies look for elements that indicate whether a rep will have success. The danger is using some of the 12 sales intangibles that can contribute to sales success, but don’t predict it…

Sales onboarding is a critical step of sales recruitment. Follow the principles from this article to give your new sales force every chance to succeed.

The way a salesperson makes important purchases impacts his or her sales outcomes. A salesperson has a supportive buy cycle when the way he/she makes a major purchase supports ideal sales outcomes. Discover how to fix non-supportive buy cycles…

Consultative selling requires that representatives ask lots of questions, but they should ask the right ones. How can you be sure you’re asking great questions?

Recruiting with LinkedIn is an ideal way to hire an elite salesperson – especially when you are in sourcing mode. Discover the 5 elements of successful sales recruitment. Also find the 3 message templates to send…