Winning Global Sales: Embracing Cultural Differences with Empathy and Curiosity
I am fresh back from some time overseas, and at the top of my mind has been the importance of cultural awareness and what that means to be a high-performing salesperson. We take for granted that how we interact with the world around us is the norm, and it can be startling to experience something […]
The Power of Storytelling in Business: Why the Best Salespeople Are Exceptional Storytellers
Once upon a time in a land far, far away (a.k.a. the office), a salesperson pitched a product using charts, graphs, and every data point they could find. Meanwhile, their competitor walked in and spun a tale—a compelling narrative that took the buyer on a journey. Guess who won? Spoiler alert: It wasn’t the spreadsheet. […]
The Art of Being Real: How Authenticity Shapes Business Relationships
Let’s be honest: in business, we’ve all encountered that person. You know, the one who sounds like they swallowed a corporate jargon dictionary. They’re a “synergy”-loving, “low-hanging fruit”-chasing, “let’s circle back”-saying machine. But when the words stop flowing, you’re left thinking: “Wait… who are you, really?” This is where authenticity steps up to the plate […]
Critical Thinking: Your Sales Superpower in a Changing World
In sales, we love buzzwords. You’ve heard them all—”synergy,” “leverage,” “optimization.” But one essential skill often gets overlooked: critical thinking. Unlike buzzwords that pop in and out of fashion, critical thinking is timeless. It’s the sales person’s secret weapon, and the good news? It never goes out of style. So, What Is Critical Thinking? Critical […]
The Art of Negotiation: A Crucial Skill for Sales Success
Negotiation is at the heart of every sales process. It’s where the magic happens, turning potential leads into satisfied customers and fostering long-term business relationships. As sales managers and senior sales leaders, honing your negotiation skills and those of your team can be the difference between closing deals and losing opportunities. So, let’s explore some […]
Navigating the Decision Maze: Engaging Key Decision Makers in a Buying Team
In the intricate landscape of organizational decision making, sales professionals often encounter a maze of stakeholders, each with unique priorities and influences. Successfully navigating this maze requires a nuanced understanding of the different personas involved in the buying process and crafting tailored engagement strategies for each. Identifying these decision makers early can significantly speed up […]
Building Trust With Your Buyers – 4 Key Elements
In the bustling world of sales, trust reigns supreme. It’s the magic ingredient that turns a casual prospect into a loyal customer. But trust isn’t something you can slap on like a sticker; it’s a delicate dance that requires finesse, integrity, and a dash of authenticity. So, how do you go about building trust with […]
What is Consultative Selling and How Does It Work?
Instead of bombarding a client with features and benefits of your offering, you engage in a conversation. You ask questions, listen actively, and seek to truly understand their pain points and goals. This is the essence of consultative selling. It is a collaborative approach to sales. It’s about becoming a trusted advisor to your clients […]
Importance of Emotional Intelligence (EI) in Sales Leadership
In the dynamic landscape of Leadership, Emotional Intelligence (EI) has emerged as a key factor in driving success, especially in roles that demand effective communication, decision-making, and team management. Emotional Intelligence refers to the ability to recognize, understand, and manage one’s own emotions, as well as the ability to perceive and influence the emotions of […]
When to Stop Mentoring, and Start Coaching
Mentors and Coaches play a pivotal role in guiding and developing teams. But, understanding when to transition from mentoring to coaching is essential for effective leadership. In this article we explore some key differences between mentoring and coaching, the scenarios where each is most appropriate, and how leaders can smoothly make the transition. Difference […]
