49% of sellers said that ‘getting into the executive level’ is one of their top 3 challenges (source: The Whale Hunters 2016 survey) Question: What are the ‘Windows of opportunity’ as they relate to calling on the C-suite? Answer: For your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x ... Read Post

Every recruiter deals with the issue of hiring a sales manager, which is a tough process of candidate search, comparison, selection, interviewing and, only afterward, employing. To make this process less significant, we’ve made a guide on how to identify an expert sales manager. Bear in mind that if a potential sales manager presents the ... Read Post

As you might know, an “elevator pitch” is a selling tool and conversation starter that very briefly but powerfully describes your business, product or services. It answers a prospect’s question of, “What does your company do?” Generally, a salesperson’s answer is a combination of bragging and self-focus–or a pitch that sounds exactly like one of ... Read Post

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