As VP of Sales at Toronto-area management and sales consulting firm Change Connect, Agnes Lan understands the importance of establishing relationships that will help her make smart hiring decisions … [Read more...]
How to Create a Sales Plan
Playing it by ear doesn’t work in sales. You need a lot of prep and some tried-and-tested approach. A sales plan is a strategy that defines every part of the sales process and sets … [Read more...]
Why You Should Include Feature-Benefit Selling Into Your Sales Approach
We live in a culture of consumerism, meaning that people always want to purchase something that’s bigger, faster, better, and shinier than they already have. New products are being launched … [Read more...]
Sales Team Structure: How to Optimize Your Team for Success
Before we take a closer look at some of the typical ways to organize a sales team, it needs to be said that not everyone will necessarily have a choice in the matter. Some organizations may … [Read more...]
7 Sales Account Management Best Practices
New customers are the lifeblood of every business, which is why lead generation should be one of the focal points of your business strategy. But you shouldn’t forget that 80% of your revenue … [Read more...]
How to Best Leverage Value Selling
How is value different from price? The price is what is written on the price tag and what you will pay for the item. The value, however, is something that cannot be measured in money and is different … [Read more...]
Dealing With Difficult Clients: Pro Tips for Annoyed Sales Reps
If you’ve ever gotten a knot in your stomach after just a few seconds on the phone with a client, you know how disruptive a difficult one can be. They might be disgruntled or demanding, but either … [Read more...]
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