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Signs You’re Losing Touch With Your Sales Team — and How to Fix It
Table of Contents If you’re leading a sales team today – especially in B2B complex sales, staying connected to your reps isn’t optional. It’s crucial and non-negotiable. I’ve seen it
When to Reveal Price vs. When to Value Sell in B2B Sales
Key Takeaways : Category 1: Customer Perfectly Fitting Your ICP Hold back the price and do the value selling first. Focus on ROI, pain points, and long-term benefits. Reveal price
Why Reinforcement Is Crucial For The Success Of Sales Enablement Programs
In my experience working with numerous organizations, a recurring challenge emerges – while there is often immense enthusiasm before/during the sales training for B2B sales teams, the post-training is where efforts
How to Leverage the Power of ‘Silence’ on Your Sales Calls
Table of Contents Ever feel like you need to talk nonstop during a sales call to keep the conversation alive? It’s a common worry. Most salespeople think silence is awkward
How to Identify & Recruit Top Tech Sales Talents in 2025
Finding top tech sales talent is a real challenge. The tech industry is growing faster than ever, and companies are scrambling to hire skilled sales professionals. But here’s the catch:
Average VS Great Sales Professionals While Qualifying Opportunities
In my experience of working with multiple B2B companies, one mistake I always see their sales team make – Wasting time on opportunities that eventually they are going to lose.
4 Categories of Customers Based on Their Understanding of “NEED” & “SOLUTION”
What’s the biggest mistakes B2B sales professionals can make? It’s selling the same way to every customer. It’s like playing the same cricket shot – stepping onto the front foot
70+ Powerful Sales Questions to Uncover Your Customer’s Needs
Asking the right questions is the cornerstone of uncovering a customer’s needs in the sales process.
In a landscape where customer expectations are constantly evolving, presenting a solution that is
Keeping the Romance Alive With Your Long-Term Customers and Avoiding a Breakup
In my recent conversations with business leaders, a recurring theme has emerged – Long-standing customers are beginning to feel neglected in their relationships with suppliers. It’s as if the relationship, once
Why Are Sales Engineers in Demand? How to Recruit Top Sales Engineers
Table of Contents It’s getting harder and harder to find good sales engineers. Why? Because sales engineer with the right skillsets are rare. Tech-savvy, great with people, and able to
Postman Sales Rep Vs Consultative Sales Rep
I’ve heard many leaders and business owners express concerns about declining new business. Most of the revenue now comes from existing accounts and reduced margins even when deals are won.
Not Every Time Adding a Sales Team Will Increase Your Business, at Times It Will Reduce the Business
In the pursuit of business growth, it is a common belief that expanding your sales team will automatically lead to increased revenue. However, this isn’t always the case. Sometimes, adding
