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The Seller's Command CenterTM

The latest tips to help you sell larger deals, exceed your quota and beat the competition.

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Categories: Sales Discovery Process

Strategies to Increase Sales: Asking Bold Discovery Questions

Discovery is the most important part of the sales process. This is where you lay the groundwork for all future interactions with the client and build a relationship that will provide value over the long term. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process leads to bad habits. Instead, focus yourself on being more efficient in uncovering key business issues that lead to great deals. Here are a few questions to use that will help lead a conversation to a business impact discussion.

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How to Close a Great Sales Discovery Meeting

Sales opportunities are often won and lost on the ability for the account team or individual rep to uncover the business pain and the financial impact of the pain. The most successful salespeople are the ones who execute great discovery conversations as part of the sales process. Elite salespeople know how to use those conversations as a way to drive next steps.

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Blog Feature

Categories: Sales Conversation

How to Structure Your Next Sales Meeting and Move the Opportunity Forward

Even the most successful salespeople have to remind themselves about sticking to the fundamentals. When we've had some selling success, it's easy to rest on our laurels and forget the basics that helped drive our numbers in the first place.

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Blog Feature

Categories: Sales Coaching Tools

The Importance of Positive Business Intent

Building Positive Business Intent should be a goal with every one of your customer contacts. It’s a simple concept, but it’s not always easy. There’s not a cut and dry method to achieving it. Rather, it needs to be an underlying component to how you conduct business.

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Why Do You Sell?

How would you answer the question, "Why do you sell?" In our trainings, we often challenge sales reps to reflect on why they do what they do. Having a passion for what you do gives you the confidence and conviction you need to solve large, complex business problems for your prospect.

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Categories: Sales Coaching Tools

A Lesson on Resiliency and Process

There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.

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