Sales training is a vital component of any successful sales organization. It provides reps with the skills and knowledge they need to effectively engage with customers, overcome objections, and close deals. However, many companies still overlook the importance of sales training, choosing instead to focus on hiring the right reps or implementing new technology. Unfortunately,...
When it comes to selling, timing is everything. If you’re giving your company pitch or corporate presentation in the first meeting, you’re doing it in reverse order. It may have worked for you in the past, but if you want to truly be customer-centric, it’s time to rethink your approach. It’s important to keep in...
Overall, Racing and Businesses are both highly competitive and intense endeavors, which require a mix of focus, skill, and the ability to adapt on the fly. By transferring the lessons learned on the track, Racers and Entrepreneurs can develop the key skills necessary to succeed in their respective fields. As a lifelong racing enthusiast, I’ve...
In today’s digital age, the sales process has undergone a significant transformation. Gone are the days when salespeople could rely on traditional methods such as cold-calling and email sales. Today’s buyers are more informed and independent than ever before. That’s why the Modern Buyer needs a customer-centric approach by being a Modern Seller. When a...
As a sales leader or sales professional, it can be tough when faced with the reality that your company has a broken Sales Process. However, instead of dwelling on the opportunity missed, it’s important to take a step back and understand why this might be the case. By identifying the common issues that can cause...
As a Sales VP, one of the common challenges you may face is the issue of your teams spending too much time on deals that they ultimately cannot win. This can happen for a variety of reasons, and it’s important to understand the different scenarios so you can take the appropriate action. One situation that...
