The Untapped Power of Sales Discovery Skills
Some in the sales profession consider the act of discovering what is important to prospects or clients and understanding their challenges, opportunities, needs, and requirements to be the most basic skill in selling. After all, this is taught in every Sales 101-type course on the planet, right? By contrast, to true top producers, Sales Discovery […]
Continue readingImprove Your Sales Coaching with Two Simple Steps – Part 2
In the first post in this series, I wrote that there are many good coaching models for having an open, engaging discussion with a rep, but not as many that focus on rigorous diagnosis and the application of the best solution, based on that diagnosis. Which, this time, leads us right into some details about […]
Continue readingAdaptive Buying and Selling Alignment
I’ve been thinking about this concept for about six months and have finally decided to document it here now, even as work in progress. The name I’ve given my concept is Adaptive Buying and Selling Alignment. It’s a mouthful; I know. Perhaps that name won’t stick, but it’s a “working title” and I like it […]
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