Blog Category // Modern Sales Approach

How To Improve Sales Performance in 6 Simple Steps

The sales industry is shifting. In 2007 it took an average of around four calls to reach a prospect. Today, it takes eight. ...

How to Master Conversational Selling

The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle ...

A Value Creation Model

You often hear people talk about creating value for their clients. Much of the time, this refers to a salesperson’s solution ...

The Critical Variable to Sales Success is the Sales Conversation

There are many variables that might influence the outcome of a deal. You might have the exact idea your client needs at the ...

Investing in Sales Effectiveness

Sales Leaders and Sales Managers invest in many things they believe will improve their results. Many, if not most, of these ...

The New Sales Meeting Agenda

In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the ...

How to Build Value in Sales

Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or ...

Five Critical Advanced Sales Skills

Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are ...

The Modern Relational Sales Approach

In the book The Challenger Sale, the relationship salesperson scored poorly. What most readers didn't realize was that the ...

Common Sales Mistakes in 2022

There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years ...
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