Month: October 2017

Sales Qualification

One of the most important conversations salespeople have with their prospects is the discovery call. Either they’re a good fit for your offering and you can move forward, or it’s time to qualify out. Sales Qualification helps determine whether the relationship should continue, and if so, what next steps are appropriate. This brief overview outlines …

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A Trusted Advisor

In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Think of professional services. Would you be upset if a different consultant than the one you’ve worked with for months showed up one day, or are all consultants exactly the same? …

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SPIN Selling

If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into …

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