QUICK TAKES ON SALES CREDIBILITY

discovery call questions
Powerful Discovery Call Questions That Help Sellers Dig Deep

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

professional sales
3 Professional Sales Tips for Networking Success Today

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
How to Master Trial Closing In Sales To Gauge Buyer Interest

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.

basics of sales
Master the Basics of Sales Voicemail

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

sales behaviors
Sales Behaviors That Can Break Your Deal

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.

sales behaviors
2 Sales Behaviors That Sellers Should Stop Now

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

sales tactics 101
Sales Tactics 101: Your Word Choice Matters

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

sales representative lose sales
Top 7 Reasons Why A Sales Representative May Lose Sales

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
4 Steps for Sales Reps to Use When Responding to Objections

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 call questions
Sales Call Questions Power SPIN Selling: Here's How to Do It

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

close the deal
Close the Deal With This Leverage During Negotiations

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

virtualsalespitches
Expert Advice: How to be Credible During A Virtual Sales Pitch

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

sales professionals
Email Etiquette for Sales Professionals: The Basics

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

prospecting your way to success
Prospecting Your Way to Success In Three Steps

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

sales success
Personalize Each Pitch for Sales Success

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.

sales outreach tools
Align Sales Outreach Tools With What Buyers Want

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.

sales discovery process
Shifting Buying Groups Challenge Your Sales Discovery Process

As buyers evolve, it’s important that sellers adjust their sales discovery process to align with these changes. There has been a major shift in how companies do business, including how they make a purchase. Buying groups have grown; in

advanced selling skills
Advanced Selling Skills That Can Cut Client Churn

Client churn continues to challenge sellers; specifically, over a quarter say overcoming churn is getting even more difficult, according to SalesFuel’s research. But the good news is that employing advanced selling skills can help

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MAKING THE CASE FOR MAXIMIZING SALES CREDIBILITY

EXECUTIVE INTERVIEWS

Maria Victoria Albina talks about how sales managers and executive leadership can manage stress, anxiety and burnout on the Manage Smarter podcast from SalesFuel
Anthony Iannarino talks about sales process and increasing revenue on the Manage Smarter podcast from SalesFuel
Darrin Jahnel talks about special teams cultures on the Manage Smarter podcast from SalesFuel
David Saltzman talks about storytelling on the Manage Smarter podcast from SalesFuel
Jeb Blount Selling in a Crisis Recession Sales Manage Smarter
Michelle Tillis Lederman on the Manage Smarter Show by SalesFuel
Julie Hansen on the Manage Smarter Show by SalesFuel
Lee Salz on the Manage Smarter Show podcast on SalesFuel for sales managers salespeople and leadership
LinkedIn Branding Expert Carol Kaemmerer on the Manage Smarter show for sales managers from SalesFuel
Michael Tanner on the Manage Smarter Show podcast on SalesFuel for sales managers
Jim Doyle on the Manage Smarter Show podcast on SalesFuel
Bianca Lager on the Manage Smarter Show from SalesFuel podcast and vodcast
Jonathan Raymond on the Manage Smarter show from SalesFuel
Tracy Goodwin on the Manage Smarter podcast from SalesFuel
Dennis Doran on the Manage Smarter podcast from SalesFuel
Mitchell Levy on the Manage Smarter podcast from SalesFuel
JIm McCarthy of TEDx Broadway on the Manage Smarter podcast from SalesFuel
Jason S Bradshaw on the Manage Smarter podcast from SalesFuel
Mark Boundy on the Manage Smarter podcast from SalesFuel
Rishad Tobaccowala on the Manage Smarter podcast from SalesFuel
Tom Peters on the Manage Smarter podcast from SalesFuel
Mitch Schneider on the Manage Smarter podcast from SalesFuel
Sylvie di Giusto on the Manage Smarter podcast from SalesFuel
Cindy Ashton on the Manage Smarter podcast from SalesFuel