5 Factors of Sales Success

Pre-employment testing, such as the CPQ Aptitude Assessment, is a must to build a modern, high performance sales team that doesn’t depend on just one or two top producers to drive revenue, but instead works like a finely tuned machine with all parts driving sales. There are certain roles that should be filled with the … Using CPQ Aptitude Assessments to Build a High Performance Sales Team

Update 2017: The CPQ Assessment has been Replaced with the APQ Sales Assessment The APQ Sales Assessment is the next generation in testing and assessing your team and potential hires. Designed to improve sales performance, coaching and turnover, this 81-question sales assessment saves time and money. Learn More About APQ As a sales trainer, my … CPQ Sales Aptitude Assessment – 50% of Predicting Sales Success

  When it comes to sales and marketing performance, a team is only as good as its leader. While the skills of your team might make your job a little easier, your leadership drives the team and pushes them to succeed. These five tactics will help you bolster your sales and marketing teams and achieve better … 5 Tips for Leading Strong Sales and Marketing Teams

Every sales team requires several different lead generation tactics to leverage so they never have to lean on just one. Fortunately, technology is making it easier than ever to source leads from multiple channels. Sales managers seeking to provide more sales team leads probably already know about the following five strategies, but most tend to … 5 Ways to Generate Leads for a Sales Team

Sales meetings are an excellent time for sales managers to test the product acumen of sales associates and verify they are using top sales skills to serve prospects properly. Whether in a one-on-one conference before a salesperson meets a major client or at a sales team meeting to assess performance, here are five questions to … 5 Sales Skills Questions to ask a Sales Person

Sales managers who seek better performance from their salespeople know that “sharpening the saw” is important, and that learning should never cease. Through constant coaching, good salespeople can become superb, leading to greater personal and company success. But which areas should be focused on? An excellent place to start is by reinforcing the The Top … 5 Sales Coaching Tips to Make Super Salespeople

Professional Sales coaching teaches a lot of valuable skills which enable a salesperson to take a prospective buyer from unfamiliarity with a product or service all the way to a successful close. The major skills in a salesperson’s repertoire include qualification, presentation, handling objections and closing, but there is another skill which should be taught … Avoiding Buyer’s Remorse

Professional sales training emphasizes that salespeople should have a high degree of “stick-to-it-ness,” meaning that getting hit with objections or flat-out rejection should not dissuade them from continuing to try to make the sale. In fact, they are taught that objections are actually milestones along the route to getting the final “yes,” as they show … Reasons to Walk Away From a Sale

Sales and marketing training specialists these days tend to focus on content creation and social media as the most effective ways to build a brand and make yourself known to the world. While the stats on the number of “engaged visitors” gained by many businesses through content marketing and social networking are impressive, especially when … How to Win in Sales Using Effective E-Mail Techniques

A  company’s sales process management needs to address all steps in the sales cycle, including those which occur well before the appointment, in order to qualify its sales process as a thorough system. Handling gatekeepers is one of these steps — an art form that is not stressed enough. Gatekeepers are defined as the assistants, … Gatekeeper: Friend or Foe — It’s Up to You