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1-Question Test of Sales Effectiveness

Evaluate Your Sales Effectiveness with One Question

Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.

Challenger Sale Tip: Don’t Sell Solutions

In the day and age where the conventional wisdom of selling has migrated from product selling to solution selling, I would like to provide a different perspective on the topic, particularly for the aspiring Challengers.

Challenger Tip: Where are you leading?

A common issue that reps often bring up is their inclination to bring product or solution into the discussion too early. Learn about 2 problems this creates and 3 questions that will help lead prospects TO your solution without leading WITH your solution.

Sales: Beware of False Positives

What are False Positives? As a term often used in the medical community, a False Positive is defined in the Medical Dictionary as, ‘A result that indicates that a given condition is present when it is not. An example of a false positive would be if a particular test designed to detect cancer returns a […]