Tips for Asking Strategic Questions in Sales

Asking Strategic Questions in Sales

Your questions can make all the difference between closing a deal or losing a potential customer. Strategic questioning is a skill that sales professionals must develop to understand their prospects’ needs, uncover pain points, and ultimately guide them towards a purchase decision. Here, we’ll explore some key strategies and insights to help you excel in […]

The Many Hats of a Leader

Understanding the Right Time to Manage, Mentor, or Coach. Effectively leading and developing the capabilities of your team requires you to provide different types of support in different types of situations. On any given day, your team members may present you with opportunities to teach, manage, coach, mentor, arbitrate or delegate. Making the right choice […]

Learn or Lose

A few years ago, I attended the P&G Global Alumni Conference in Madrid Spain. Amongst the impressive line-up of topics covered by an inspiring group of speakers, was a presentation entitled ‘The Future of Learning’.  Essentially, the takeaway from that session was: ongoing, continuous learning is critical to successfully navigating the exponential change we will […]

Winning at Strategic Customer Management

Strategic Customer Management (SCM) is a company-wide initiative, focusing on building strong and mutually beneficial relationships with a company’s most important customers and partners. Effective SCM programs create loyalty, stimulate growth, enhance profitability, and lead to innovative solutions. A successful program requires a commitment from senior management to ensure the necessary corporate and organizational shift […]