This is why BANT, CHAMP, MEDDPICC, and other Qualifying Methods aren't working...
The Pitch Enhancing traditional qualifying methods with a focus on interpersonal skills can...
Recent Posts:
Key phrases to use on Discovery Calls to keep talk time under 20%
The Pitch Effective communication in sales is about listening more than speaking. When sales reps...
This is why your prospects tune out on discovery calls.
Discovery calls are a critical component of the sales process, but keeping a prospect engaged...
What to do on your Discovery Call to improve your 2nd meeting rate.
The Pitch The effectiveness of a discovery call is pivotal in determining whether it will lead to...
I used to freeze up on Discovery Calls - here’s how I overcame it.
Facing a discovery call can be daunting, especially when the person on the other end prefers to...
Steal my best Sales Discovery Call question: "What's On Your Mind?"
The Pitch The ability to make a discovery call not just another item on the agenda but a pivotal...
The Art of the Discovery Call
The Pitch
The opening move in any sales strategy often sets the stage for success or sets you up...
Building Authority in Sales: Empowering Your Team to Lead with Confidence
The PitchIn the competitive landscape of sales, establishing authority with buyers is a critical...
Strengthening Your Value Proposition to Avoid the Discount Trap
The PitchDiscounting can be a slippery slope that not only erodes margins but can also diminish...
Securing the Deal: Post-Pitch Strategies for Sales Success
The Pitch Went Well Now What? Here's what to do before you propose…
The PitchThe pitch is over,...
Elevating Feedback: A Guide for Sales Managers to Foster Growth
The PitchFeedback is the cornerstone of development in any sales team, but its delivery is...
From Management to Leadership: The Evolution of a Sales Manager
The PitchIn the high-stakes arena of sales, the distinction between managing and leading can be...
Revamping Your Email Outreach: Strategies for Sales Managers to Drive Results
The PitchIn the digital age, email outreach has become a staple in the sales process, yet many...
Navigating the Storm: Keeping Sales Teams Motivated in a Down Market
The PitchA down market can feel like navigating through a relentless storm for sales teams. The...
Elevate Your Sales Team with Effective Role-Playing Strategies
The PitchRole-playing is often an underutilized tool in sales training, yet its impact on a...
Transforming No into Yes: A Guide To Improving Win Rate
The PitchThe mantra "Every 'No' gets you closer to a 'Yes'" has long been a staple in sales...
Unlocking Sales Potential: The Critical Role of Coaching
The PitchWhen sales teams falter, the spotlight often turns to the sales reps. However, the...
Clients Ghosting You? Strategies to Re-Engage With Prospects That Go Dark.
The PitchThe silence from a prospect, especially after a bustling end-of-quarter, can be...
Stop Sending Proposals...
The Pitch Stop Sending Proposals... Until they ask for it. This directive might seem...
Can't Get to the Decision Maker?
The Pitch Are you talking to the Decision Maker? This question is a familiar dilemma for many sales...
Your Prospects Aren't Answering You - Don't Over-rotate on follow up
The Pitch Your Prospects Aren't Answering You. This phrase can trigger a sense of concern for any...