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There is often very little training for salespeople on handling rejections. If a salesperson isn’t able to handle how a “no” impacts them, it could impact their next call, their next activity, and can even compound into altering how they perceive their abilities. Being resilient, and knowing what to do in the face of that ...

In the wake of artificial intelligence (AI) and technological advances, the sales field has become more digital and less personable. However, there are things that AI will never be able to recreate. Levitin uses the analogy of a sous chef assisting the head chef. A sous chef helps the head chef prep all of the ...

SPIN Selling by Neil Rackham is a hugely influential book about the importance of asking the right questions in the sales conversation. Customers will be motivated to buy something if they identify there’s a need. And the questions you ask are key to that. Only 13% of customers believe a salesperson can understand their needs. ...

All sales executives and sales managers that Steven speaks with have one thing in mind: a highly engaged sales team. What are you doing to engage your sales team? In fact, what have you done today? It really doesn’t take much—but you do have to do it. Here are some simple yet powerful tips for ...

With the torrent of sales self-development advice flowing your way, where do you start? How do you sort the useful from the hype?

Understanding Sales Target Definition Many sales organizations are using sales pipeline methodology to track their sales process. Sales pipeline is a visual representation of your sales process where all your potential customers are displayed and arranged according to their phase in your sales cycle. Each sales opportunity or sales deal has its own unit value ...

Door Opening that actually opens doors! #SalesChats: Episode 46 Door opening is very important for almost every business out there. It means that you are creating new relationships with people you don’t know and discussing the possibility of working together. Caryn Kopp discusses how to really open doors in this #SalesChat, hosted by John Golden ...

RAIN Group President and best-selling author Mike Schultz sits down with host John Golden to go over exciting new findings on buyer behavior.

It’s a common idea that sales training can’t be done online. While this isn’t necessarily true, it is a caution well taken. Richard Ruff, Ph.D., interviewed by John Golden, explores the positives and negatives of online sales training. This expert sales interview discusses online sales training Old versus new online training The importance of going ...