Do Smarter People Sell Better? The Answer May Surprise You...

While there is no doubt that intelligent people have an easier time processing and retaining information- does that really make them a “smarter” choice than a candidate who is their intellectual junior? Not necessarily.

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Have Your Salespeople Been in Your Customer's Shoes?

Have you ever hired a rep who was previously one of your company’s customers?

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Sales Training - Are You Teaching Your Reps Like Kids?

By the time your newest salesperson reaches your company they have spent years parked in front of instructors listening to lessons and lectures. If your sales education programming takes place within a typical classroom setting, you’re using the same passive educational style of a traditional K-12 educational system.

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How to Create Competitive Advantage for Your Sales Team

Arguably, sales leaders understands how their company’s product stacks up against the competition better than anyone in the organization. Potential customers throw up objections about competitive product benefits, and reps run to management with the latest gossip on pricing changes, product rollouts and other news on competitive products.

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What is Selling Intelligence anyway?

Selling Intelligence is defined as the capacity to manage the process of selling products and services by applying sales skills, selling behaviors, cognitive skills, and selling judgement. Reps with a low level of selling intelligence are going to struggle with client interactions- especially when it comes to establishing themselves as a trusted advisor, overcoming objections, and making choices that move the deal along.

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Think This is Sales Coaching? Think Again.

Are one of the sales managers who can’t resist “stepping in” to close the deal a rep has been working? Doing so is one of the worst things you can do as a sales manager.

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Sales Training Program Not Working? Maybe Your Sales Team is Sick

 

Does your sales team have any/all of the following symptoms?
  • Lack of product knowledge

  • Inadequate industry knowledge

  • Weak discipline

  • Incomplete sales skillset

The good news is that there is both a test and treatment for sales teams- and it is not your typical sales training program.

 

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How to Become the Master of Overcoming Objections

Objections during sales calls are like an arcade game of Whack-A-Mole. As soon as a hint satisfaction from overcoming one objection starts to wash over you, the client hits you with another. To be an effective sales rep, you need to have the agility of a Whack-A-Mole master. The problem is sales management often struggles with helping reps master this crucial sales skill.

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