by itadmin | Oct 13, 2025 | Consultative Selling, Supportive Buy Cycle
From Nice-to-Have to Must-Have. Sellers Create Urgency Most salespeople mistake interest for progress. A buyer nods, says, “This looks great, let me share it with the team,” and the deal quietly disappears. It’s not because your product wasn’t right. It’s because the...
by itadmin | Aug 26, 2025 | Comfortable Discussing Money, Consultative Selling, Doesn’t Need Approval, Featured, Reaching Decision Makers, Sales Process, Strategic Sales Council, Targeting
5 Signs Your Sales Skills Are Outdated Sales is changing faster than most salespeople realize. What worked five or ten years ago doesn’t necessarily work today. Buyers are more informed, sales cycles are longer, and deals involve more decision-makers than ever before....
by itadmin | Aug 26, 2025 | Commitment, Consultative Selling, Featured, Outlook, Qualifying, Selling Value, Strategic Sales Council, Will to Sell
The One Discovery Question You Must Ask Every Time Most salespeople think they’re doing discovery when, really, they’re just gathering surface-level facts. They ask about company size, current vendors, or technical requirements. The prospect answers politely, and the...
by itadmin | Aug 26, 2025 | Consultative Selling, Outlook, Responsibility, Selling Value, Strategic Sales Council, Will to Sell
Are You Selling or Just Answering Questions? Too many sales calls sound the same: The buyer asks questions, the rep provides answers, and everyone feels like progress was made. But when the call ends, the rep has no real commitment, no next step, and no idea if the...
by itadmin | Aug 26, 2025 | Commitment, Consultative Selling, Hunting, Pipeline Management, Prospecting, Relationship Building, Selling Value, Strategic Sales Council, Will to Sell
The 5-Minute Sales Strategy for Your Day Most salespeople don’t lose deals because they’re bad at selling. They lose them because they run out of time. Think about yesterday: How much of your day was spent reacting—responding to emails, chasing small requests, or...
