Combine the principles of effective conversation with your selling skills to exchange information and build relationships.

Do your sales discovery questions need to be refreshed? It might be time to consider at least adding one or two new ones to your process, especially if you’re like the 20% of sellers who say discovery questions are a top challenge. 

Fearless and skillful discovery questions for sales release important facts, reveal hidden agendas and will strengthen the bonds between you and your prospect.

Following a sales call structure is key to outreach success, which is why sellers need to prioritize call mapping. Even if you think you will perform better by winging it, you will be more successful if you follow a structured process. 

During discovery, asking questions should always be a priority; without the right questions, how do you “discover” anything valuable? The most successful sellers know that it’s not just asking questions that is important but also asking the right questions at the right time. 

Some sellers may be feeling out of practice when it comes to networking. But it’s a skill that continues to be important. This is especially true as more professional sales networking opportunities arise.

Trial closing in sales is a strategy that sellers can use to gauge the level of buyer interest at various stages of the process. It’s an effective way to understand just how ready a prospect is to make a purchase.

While social selling and Zoom meetings are the newest communication tools, it still benefits sellers to master the basics of sales voicemail.

Certain sales behaviors can be deal-​breakers. A recent study revealed which ones are most aggravating to buyers, and this latest insight into B2B buyer preferences can help sellers adjust their own behaviors.

No matter how good the intentions, there are certain sales behaviors that sellers should leave behind. Reps may not even realize that they're undermining their own success. Many of these “bad habits” have been tried-​and-​true in the industry for generations.

Your word choice matters when dealing with prospects. Best prepare for meetings using sales tactics 101.

New selling research uncovered the challenges that reps are currently struggling with, as well as why they feel that they are losing sales. The findings reveal areas where B2B sellers need to make adjustments–or risk even more loss. 

Responding to objections is a challenge for sellers, according to recent research by SalesFuel. The Voice of the Sales Rep study found that “handling objections” is one of reps’ biggest selling weaknesses. This doesn’t bode well for sales professionals.

Have you heard of the SPIN methodology? Relying heavily on sales call questions, Neil Rackham introduced this approach in his 1988 book, “SPIN Selling.” It promotes taking a consultative approach to sales by relying heavily on question-asking.

Sellers may not realize the leverage they have during a negotiation to close the deal. Each negotiation presents several opportunities to gain leverage

Before you have the opportunity to present to a prospect, you and your organization have been studied and discussed. Based on what a potential buyer discovers about you online, you’ve either earned a certain amount of credibility, or they’ve moved on.

Email continues to be popular among sales professionals, due in part to the widespread comfort with the tool. But, that comfort can lead to sloppy use. Sellers may not consistently use proper etiquette, or they may be employing outdated methods.

Sellers can prospect their way to sales success by embracing a basic three-​step program, according to Anthony Natoli, strategic AE at Lattice. Prospecting can seem like a daunting task, but it doesn’t have to be. Breaking the process down to a few actionable steps can be effective–and less overwhelming.

Your sales success hinges on your ability to pitch well; your pitch depends on how well you can identify, and connect to, each person in the audience.

Today’s sellers have a multitude of sales outreach tools at their disposal. By revising and refreshing, or completely redoing, your strategy in response to shifting trends, you stay competitive.