It’s been thirty years since the inception of sales methodology as a product or service offering within the overall sales training industry. In the 80s, training programs like SPIN Selling, Solution Selling and Professional Sales Skills (PSS) were developed with the purpose of teaching sales teams to sell more effectively. This intellectual property (IP) was ... Read Post

In our last article in this series we posed the question of a salesperson finding their own meaning or having it forced on them. In this, my final post in this series, let’s look at the most vital factor in finding meaning. Altruism Meaning in life for a salesperson is tied directly to altruism: the ... Read Post

Have the sales in your business been growing steadily and then suddenly stall? When it comes to sales growth, many small businesses experience a period where it feels like they aren’t moving. They struggle through rough waters and can’t seem to get ahead. It’s frustrating because it seemed like you were sailing along fine with ... Read Post

Thirty years of sales training experience have brought Robert Jolles to the point he an answer the most frequently asked question about sales: “Can anybody sell?” Read Post

Top Line Sales was engaged to help a healthcare insurance client prepare for an executive presentation following an RFP (Request for Proposal) process. Their largest customer issued an RFP which included all the services they were providing. They were very concerned, as we all know, anything can happen during an RFP. We held a War ... Read Post

We still hear that if you don’t apply closing techniques, there is no sale. But a more basic truth is, without a buyer there is no sale. Read Post

CRM and Marketing Campaigns: Using them Together to Get Conversions A well-developed and well-executed marketing campaign can make great positive contributions to your business and to its overall brand. However, when putting the campaign together, things can quickly become overwhelming, and maybe even a real challenge. What type of content should the campaign include? On ... Read Post

One day a corporate client asked me to coach a struggling salesperson named David. This surprised me because David was widely regarded as the most knowledgeable salesperson in the company. Watching David in action taught me a valuable lesson. Objections can come from two different levels. Salespeople must address them at their respective levels. The ... Read Post