Insights

Overcome Sales Objections

Overcome Sales Objections

Your sales team works hard to channel potential customers toward the desired end of their sales journey — a completed sale. Every consumer is different, and each prospect will have their own concerns and pain points you’ll have to acknowledge and solve to finalize the sale.

read more
How to Evaluate Sales Performance Beyond Numbers

How to Evaluate Sales Performance Beyond Numbers

You want to grow your business and know the path to reaching your business growth goals goes through your sales team. Great sales performance leads to greater profits, happier customers and exceptional business growth. But sometimes, knowing how to improve sales performance can be a challenge. Are your sales practices helping your business reach its full potential?

read more
Tips for Generating More Referrals

Tips for Generating More Referrals

A business referral is when a customer or client recommends your brand to someone else. Referrals may occur organically from a happy customer or through active referral marketing programs. These references widen your brand’s reach and introduce your business to new markets. Learn how to generate more referrals with our tips and tricks!

read more
What Is Status Quo Bias? How to Overcome It in Sales

What Is Status Quo Bias? How to Overcome It in Sales

The status quo bias causes consumers to resist change and make decisions based on a preference to keep things the way they currently are. The status quo bias significantly affects purchasing decisions. Overcoming the status quo bias can sway consumers to purchase a...

read more
What Is Outcome-Based Selling?

What Is Outcome-Based Selling?

The world of sales is layered and has many forms. While we may think about sales in its simplest terms as a company selling a product or service to a client, this process is often much more complex than it first appears. To be an effective salesperson, you must be strategic in your planning and execution, focusing on customer outcomes vs. your products or services. Of course, it is important to inform customers about your product or solution’s unique features, but that is not what will create an urgency to act. People make decisions for two reasons — to avoid a risk or to achieve an outcome. Your sales dialogue has to target what is most important to them so they can visualize the advantages that are available through a partnership with your company.

read more
Soft Skills Every Salesperson Needs to Master

Soft Skills Every Salesperson Needs to Master

Every salesperson needs a set of skills to help them entice potential buyers and close a deal. Some of these will be hard skills, meaning abilities you’ve learned through repetition, education and practice. Others will be soft skills — interpersonal skills and traits that influence how you interact with others. If hard skills represent the things you know, then soft skills represent how you use them.

read more