Sales Negotiation Strategies: What Reps Need to Know
Sales negotiation isn’t just about pushing for better terms. It’s about building trust, solving problems, and creating a mutually beneficial outcome...
How to Run an Exceptional Sales Kickoff Meeting
Imagine stepping onto the stage as the lights dim and the room buzzes with the collective energy of a sales team eager and ready to take on the...
Why Performance Enablement Matters in the Modern Workplace
Few organizations are better authorities on the evolution of performance management than Betterworks, whose annual State of Performance Enablement...
Stacking Value to Drive Growth
Did you know 87% of sales opportunities have medium to high amounts of customer indecision? And when you add in economic uncertainty, inflation,...
How to Master Storytelling in Sales
“I understand….let me tell you a story.”
Most Important Elements of Sales Preparation
Most sales are closed before the meeting even starts. Today, on average, when B2B buyers are considering a purchase, they only spend 17% of their...
Best Practices of World-Class Sales Organizations
According to Gartner’s Future of Sales 2025 report, 80% of B2B sales interactions will occur in digital channels by 2025. Organizations that can...
How to Become a Successful Salesperson
Few people know more about what it takes to become a successful sales person than Philip Kennedy, vice president of sales at CADY, the senior...
Persuasive Communication: 5 Ways to Improve Your Skills
How much time do you spend every week presenting new ideas? Working on getting buy-in from your boss for a special project? Competing for new...
The Virtual Selling Skills You Need To Grow
The most effective sellers have mastered the art of creating a dynamic, high-impact sales presentation. They know how to present value, offer...
How to Conquer Burnout at Work
If you’ve been having trouble concentrating recently, you’re not alone.
Thank You, Tom Richey
“To say new business is important really does not give the process its proper value. It is our livelihood and our very existence. I do not see any...
How to Build Trust With Prospective Clients
Welcome the resistance. In a selling situation, it’s often a sign of engagement and potential interest.
The Pivot Back to Playing Offense
Around the country, including my home state of Minnesota, we are transitioning out of isolation at home. And as the country opens up, so is my...
Show Up and Serve
Being a great sales leader has never been about driving quotas. It’s about leveraging valued guidance and insight to become a trusted adviser for...