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OMG! Buying behavior has changed. Now what?

How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change? 

In his book, The Science of Selling, David Hoffeld...

Do I still need ideal customer profiles?

Of course, we need to have ideal customer profiles today. But how do we need them? And what do we need to include in them? Are there some questions that we need to address? 

That person needs to stop talking, NOW!

Now I'm sure that you've all had that experience with someone, you know, that person. The one who asks you many questions, but they interrupt you before you’ve started to answer the question. Then they tell you about themselves, their experience,...

How to improve your discovery calls today

Are you one of the many people in sales who wants to improve your discovery calls? And how do we do that?