How do you approach 4th quarter sales? No matter your strategy, it’s important to keep distractions at bay during this busy time.

Andrea Waltz is the co-​founder of Courage Crafters, Inc. and co-​author of the best-​selling book, Go for No! Yes is the Destination, No is How You Get There. In this episode, we discuss: The radically different ways hearing “NO” affects people; tangible ways you can change how you react to hearing “NO”; how leaders and managers can change the way their teams think about "no" creating a mindset that encourages persistence and tenacity; and how sales pros should view “NO” as a problem with

Innovative sales technology transforms buyer engagement, data-​driven seller actions and daily workflow. You must be ready, willing and able.

Every salesperson wants better sales, and one way to drive numbers is to host webinars.

Are you offering your team a cohesive environment at your company? The recent COVID-​19 pandemic may be behind us. But the huge disruption to workflow and team performance remains a challenge for many managers.

Love or hate it, cold calling in sales isn’t going away. While some professionals predicted its demise as digital communications became widespread, B2B cold calls continue to be routine for many. 

Struggling to be recognized in the vast sea of social media, real estate agents may find these strategies can help buoy them to the top.

Sellers often shy away from using a closing strategy. But smart reps know that being open and transparent about your closing strategy at the beginning of the sales process pays off. 

The unemployment rate for sales professionals rose from 3.8% to 4.1% between August 2022 and August 2023. That slight increase doesn’t mean it will be any easier for managers to hire great candidates for their open sales jobs.

An effective sales follow-​up can help push a deal to close. But the problem for many sellers is that they aren’t following up effectively – or even enough.

Steve Gielda is co-​founder of Ignite Selling and author of Ignite Your Sales Strategies: A field guide to accelerating the pipeline. In this episode, we discuss: Five assumptions that cause new products to fail; Steve’s latest sales pipeline management strategies; and how to better understand customers’ buying factors.

Stressful sales jobs confound even the most experienced sellers. Use the WISER Model to gain perspective and control your emotional response.

While it’s generally a time of slowed sales (and buying) activity, there are still many opportunities that make it possible to prospect in Q4. Just because it’s the end of the year, doesn’t mean it’s time to throw in the towel. Smart sellers know what to do to make fourth-​quarter prospecting not only possible but also successful. 

Every successful organization requires effective leaders and managers. In rare instances, an individual can serve as both a leader and a manager. However, each role requires unique traits and skill sets.

Sales managers in companies of all sizes spend up to a year hiring and training each new sales rep. They also report turnover rates that exceed 40%. To see employees leave an organization following the huge investment made in hiring and onboarding is disappointing and expensive.

It’s never too early to start planning how to reach your quota in the next year. Preparing now to improve your process, and yourself, will help you hit those future numbers.

Questions are a cornerstone of a consultative sales approach. But sellers need to ask the right questions to make their efforts effective.

Don’t let your lack of advanced sales skills leave you behind competitors. Cutthroat competition, and savvy buyers, are making sales even more challenging for reps.

It’s discouraging when your valued team members decide to leave and go to work for a competitor. After saying goodbye, you might be asking why your employee left.

If you find your recent sales numbers lower than they should be, it’s time to consider a sales action plan. Following a designated plan helps you sharpen your focus and get back on track to closing deals.