What skills do you need to succeed as a salesperson? And if you’re hiring, what sales skills should you be looking for in your recruits? Keep reading to learn the 4 skills that align most with success in sales. How did I pick these 4 skills? Over the past decade that I’ve spent in SaaS …

Trade shows are a great place to build relationships and generate leads. Many companies pay top prices for tickets, fly their teams out, and invest in a show table. This is all important for the trade show – but what happens after? Studies show that less than 70% of exhibitors have a plan or process …

A great discovery process does more than give you sales today. It continuously builds a strong pipeline that will hatch sales tomorrow. A thorough discovery process can actually accelerate the sales process by making it less likely that you will encounter miscommunication, objections, and misjudgments down the road. Here are some tips and strategies to …

Once upon a time, sales was 100% personal selling. But now, thanks to globalization, advances in technology, and the rising cost of travel, personal selling is just one of many techniques available to salespeople to warm up a lead and close a deal. Personal selling should be part of a wider sales mix, alongside telesales, …

B2B sales… If you’ve ever wondered what it is and why it stands out from other types of sales, look no further.  Here, you’ll learn what it is, why it’s unique, how it’s done, and what you need to succeed in B2B sales. Ready? Let’s dig in! What Is B2B Sales? B2B, or business-to-business, refers …