Sales Trends Articles

  • Trending This Week: Too Many Questions

    August 17, 2018

    The discovery call often sets the tone for the relationship. By asking questions, we can ascertain interest and ensure a good fit while, at the same time, attempting to position ourselves as trusted advisors. So, we should be thorough in our questioning, right? It turns out C-suite sales prospects don’t have the patience to play 20 questions. They are too busy...

  • Trending This Week: Stomping Out Negativity

    August 10, 2018

    All sales reps have doubts. What separates the great pros from the so-so is the ability to stomp out daily rejection and obstacles, and press forward with an unhindered head. When setbacks fill us with negativity, they distort the truth of the situation. Just because we lose an account, doesn’t mean we are a loser. Just because we failed spectacularly today...

  • 20 Hilarious GIFs that Sum Up the Sales Profession

    August 6, 2018

    Sometimes, all you can do is laugh. Sales is a rewarding yet challenging profession. Even the most successful sellers are bound to encounter their shares of rejection, setbacks, and difficult encounters. It comes with the territory. The best way to overcome these inevitable bumps in the road is to shake them off. To help you out with this, we’ve assembled a...

  • Cookie-Cutter Sales Process

    Trending This Week: Question the Cookie-Cutter Sales Process

    August 4, 2018

    A cookie-cutter approach is great for baking star-shaped treats. But is it great for producing star sales performers? It would be nice...

  • Sir Paul McCartney at a Concert

    Trending This Week: ‘Sir’ and ‘Madam’ Salesperson Are Out...

    July 27, 2018

    Imagine if a stranger were to walk up to you and say, “Hello, male and/or female person, would you like to buy my stuff?” Not the best...

  • bye bye basic buzzwords

    Introducing “Bye Bye Basic,” a New Video Series about B2B...

    July 19, 2018

    On the surface, the #basic phenomenon that swept the US back in 2014 seemed to apply only to college girls in Ugg boots with Starbucks...