Are you really listening?
Active Listening is key to success in sales yet….“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Stephen Covey If Stephen Covey were alive today, I’d bet he’d crush it in B2B sales. Why? Because this nugget of wisdom is the cornerstone of building not just […]
The Negotiation Iceberg ~ Positions vs Interests
The Art of Playing Catch™: Turning Conflict into Collaboration with Interest-Based Negotiation Do you want to be a better negotiator? Picture this: You’re on a playground, tossing a ball back and forth with a friend. There’s rhythm, understanding, and even a bit of joy in the exchange. Now imagine that same scene, but instead of […]
Consistency: The Secret Ingredient to Sales Success
Building a high-performing sales organization that exceeds expectations isn’t magic—it’s method. And at the core of that method lies one essential secret ingredient: consistency. Consistency in capabilities. Consistency in processes. Consistency in tools. Consistency in training and development. These aren’t just buzzwords—they’re the building blocks of a sales team designed to win, year after year. […]
From Order Takers to Strategic Growth Engines: The Evolution of Sales Organizations
For much of business history, the sales team’s role was clear but limited: drive revenue, close deals, and hit quotas. Sales professionals were often perceived as independent operators, motivated by commissions and focused on short-term results. But in today and tomorrow’s dynamic business landscape, the expectations for sales organizations have transformed radically. No longer merely […]
The Empathy Edge: How Practicing Empathy Elevates Your Sales Game
In the world of sales, there’s a lot of talk about hitting targets, closing deals, and outsmarting the competition. But there’s a secret weapon that top sales professionals use to rise above the rest—not just for the numbers, but for building lasting relationships. That weapon is empathy. Now, before you brush this off as a […]
The Many Hats of a Leader in Sales: Mentoring, Managing, and Coaching
Leadership in sales requires adaptability, vision, and the ability to juggle multiple roles seamlessly. Sales leaders are not just managers of targets; they are mentors, managers, and coaches, each role serving a distinct purpose. Understanding when to wear which hat can make the difference between a struggling team and a high-performing one. 1. The Mentor: […]
Making Practice Perfect: How Sales Training Builds Skills That Stick
Sales success doesn’t happen by accident. Top-performing salespeople didn’t get there by luck—they practiced, trained, and refined their skills through real-life experiences and professional development. Yet, all too often, sales training programs fall short, leading to the infamous “training high”—a burst of excitement quickly followed by a slump back to old habits. So, what makes […]
How to Lead a Needs Discovery Session with Your Client
In the world of sales and client relationships, a strong understanding of your client’s needs is the cornerstone of successful partnerships. A well-executed Needs Discovery Session can help you in building the necessary trust, uncovering challenges, and positioning yourself as a valuable partner. Let’s explore some key strategies on how to conduct this crucial meeting […]
Winning Over Buyers in Competitive Sales
Best Practices for High-Stakes Presentations When you’re facing off with competitors in a high-stakes sales presentation, good enough just won’t cut it. The buyer is assessing multiple offers, and your task is to rise above the noise, make a lasting impression, and prove your value in a way that’s both persuasive and engaging. No pressure, […]
Playing Catch™ – The Art & Science of Asking Great Questions in Sales
Ever been on the receiving end of a rapid-fire sales pitch and felt like ducking for cover? You’re not alone. Too often, sales conversations feel like a monologue rather than a game of Catch. Optimé International coined the term “Playing Catch™” to describe the ideal sales conversation: a genuine back-and-forth exchange, where each question and […]
