Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…
Overcoming people’s objections
Last week’s Tip showed how to get a ‘yes’ from stakeholders, by using your BO (Benefits/Options).
This week’s Tip goes further, by explaining how to reduce the chance they’ll say ‘no’. You achieve this by removing …
By Steve W. Martin
What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%?
I recently conducted a research project involving nearly 800 salespeople and sales leaders to better answer this question. In addition, I have had the privilege to interview well over 1,000 top salespeople who sell for some …
By Richard Ruff
One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is – focus on the 60% of the salespeople that are in the middle of the performance curve.
While the above answer is widely accepted, it …
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