Sales Learning Resources

What makes an effective sales manager?

Good sales departments are organized around 3 main pillars of performance; culture, people, and process. When sales departments aren’t performing, it’s likely you’ll find the source in one or more of these three areas. Additionally, according to the Challenger Study conducted a few years ago among high performing sales cultures, four key attributes were uncovered […]

10 selling skills buyers want from B2B salespeople

Selling to other businesses has many unique elements – some of which may include a more sophisticated buyer, a more complex situation, multiple buyers, and other challenges. Being the sales consultant your buyers want you to be, a great problem solver, and implementing the following selling skills, will most certainly lead you to more sales. […]

Sales Process – How to Ask for the Sale

Studies by sales organizations consistently identified “asking for the sale” as the most difficult selling skill to implement. Observations of salespeople have found that nearly half of sales calls end without an attempt to close the deal. That’s a sales process problem. This article explains why asking for the sale is difficult, when should you […]

How to build a sales pipeline – 5 step process

The single biggest reasons salespeople don’t succeed is lack of activity – activity that fills your sales pipeline. This article provides a 5-step process for building a pipeline that generates the activity appropriate to be a sales superstar Step 1 – Identify your target market If you are selling to everyone, you are selling to […]

Sales assessments – don’t hire without them

Sales assessment instruments are a very powerful tool for your sales organization. This article describes how sales assessments can be used to strengthen your sales team members and overall organization, and provides information about the CTS assessment – our assessment tool of choice. In our work with companies and sales organizations, we discovered three ways […]

Sales Tools – The Power Statement

One of the most important sales resources your team should have is the “power statement” (PS). It not only tells your story in a compelling way, it also includes elements that can accomplish other things. Elements of your PS can be used to create an effective elevator pitch, provide content for marketing materials, and when […]

B2B Selling Guide – The Forensics of B2B Selling

The Forensics of selling is a field guide to sales in the B2B space. The book is organized into short articles designed to enhance your marketing and selling skills. More specifically, there’s a variety of content about outbound and inbound marketing to create a B2B sales machine, basic sales information and selling skills, sales prospecting,building […]

Small Business Sales Leadership System

Small business CEOs seldom have a specific sales leadership system that is the foundation for achieving their sales goals. This often leads to disappointing sales results. This article is about identifying specific goals and executing a disciplined approach to achieving them. Setting sales goals Most small business CEOs will set a sales plan for the […]

Sales Training – How to move from academic to pragmatic

Companies spend millions on sales training and much of it is a wasted investment. While most sales strategy and selling skills development programs provide quality content, they lack in delivering a process that moves the academic elements into a pragmatic way that makes the content meaningful. This article provides a perspective about how to transform […]

Sales process – How to deliver an exceptional B2B sales experience

In our research of B2B decision makers, we learned some very surprising things about how companies can gain a competitive advantage and increase customer loyalty. How the customer experiences the sales process is actually the biggest advantage and has the most impact on customer loyalty, at least at the outset of the relationship. Here’s a […]