Tag: calvert

Critical Thinking: What It Is & Why It Matters in Sales

The dictionary definition of critical thinking is “the objective analysis and evaluation of an issue in order to form a judgment.”

Do You Show Up As A Leader?

When people ask me how they can make others see them as a leader, I think of the classic children’s story The Emperor’s New Clothes. That is the one where the vain emperor is duped into believing his clothing has been woven from the finest (invisible!) fabrics and threads.

The Importance of Leadership Transparency

Leadership transparency has also been called business’ “currency of trust.” As you know, trust is the foundation of any relationship.

B2B Sales Productivity: 5 Sales Hacks You Can Afford

Every minute matters. When you’re in sales, your productivity can swing up or down based on how you manage the minutes.

How to Inspire Others During Adversity

Times are tough, and they’re only getting tougher. As the Center for Creative Leadership says, we live in a VUCA world, surrounded by Volatility, Uncertainty, Complexity and Ambiguity.

How to Do A Sales Presentation That Builds Buyer Desire

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.

How to Assess Customer Needs in Half the Time

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.

7 Tips for Building Trust in Sales With Improved Communication

Ensuring clarity in communication is the responsibility of each individual, particularly since our performance is so frequently appraised based on our ability to effectively communicate.

How The Sales Negotiation Skills You Were Taught Are Tanking Your Sales

The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.

The Language of Leadership

When we choose words carefully, we are viewed as being in command, powerful, as we describe the world around us. Leaders go one step further. They use the language of leadership. 

3 Types of Questions That Transform Leads to Sales

DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes

Needs Assessment and Qualification Are Not The Same Thing

Discovery, also known as needs assessment or needs analysis, is meant to be about the buyer’s primary needs. By contrast, qualifying questions are about the buyer’s needs for you and your product, plus their ability to buy at this time. 

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