People want to do business with people they trust, and people tend to trust people who understand their perspectives and challenges.
Humans are still necessary in the changing sales world, because only humans can detect, adapt and respond to emotional states and what others say and do. Soft skills will become the primary areas of focus in sales training.
Sales Performance International (SPI), a global leader in sales performance improvement announced today the release of Conversation Genius™.
The salespeople on our team, much like salespeople everywhere, were struggling to make sales by using a loser’s formula. During nearly every sales call, they shifted from persona to persona, appealing to whatever emotional state the buyer was in at that...
Corporate Visions has signed an agreement with McGraw Hill to publish a new book called, "The Expansion Sale—Four Must-Win Conversations to Keep and Grow Your Customers."
Idioms provide wonderful sales tools. Here are seven favorite idioms for salespeople to use in their everyday conversations with clients and prospects.
At the end of the day, every close relies on a salesperson’s ability to connect in the opening phase of the process. The most important thing a sales trainer can do to help increase successful outcomes is to help reps learn how to connect with buyers.
Membrain, the Sales Enablement CRM company, and Refract.ai, the UK-based Sales Conversations Intelligence company, have partnered up to improve sales coaching for B2B sales teams.
If your sales team is failing to meet quota month after month (like most reps in the country are), you’re going to need to make significant changes to your process to get them back on track.