Archives - September 2018

Many sales leaders think price is paramount to buyers because their sales reps regularly tell them that deals were lost because the price was too high.  But this is usually just an excuse the buyer gives.  Price is rarely the primary factor in the buying decision. According to Howard Stevens, author of Achieve Sales Excellence, …

In my last post, I talked about why conventional sales strategies that were considered “tried and true” two decades ago are no longer working in today’s environment; they’re more about the seller than the buyer.  Unfortunately, many sales reps still cling to the old ways, despite the fact they are losing business to sales reps …

The sales meeting summary is one of the most important components of a successful sales process.  Beyond serving as your meeting notes in your CRM, a good sales meeting summary can help your sales reps close deals in several ways. It establishes trust when they tell a customer they will send a meeting summary within …