kevin

About Kevin Davis

Kevin Davis is president of TopLine Leadership, Inc., a leading sales and sales management training company serving clients from diverse sectors. He is the author of two books on sales effectiveness: “Slow Down, Sell Faster!” (Amacom, January 2011) and “Getting Into Your Customer’s Head” (Random House, 1996) Contact him at [email protected]

TopLine Leadership Releases New Train-the -Trainer Sales Development Workshop

NEWS RELEASE –August 31st– Reno, NV –     Topline Leadership, Inc. is announcing the release of a train-the-trainer program to accompany its innovative Slow Down, Sell Faster™ sales training.
 

“Every salesperson today is being urged to make more sales faster,” says Kevin Davis, president of TopLine Leadership and author […]

2017-06-01T11:00:15+00:00 August 31st, 2011|Sales Leadership Blog|0 Comments

Sales Training Tip #2

Don’t just dance with the one who brung ya! Most major purchasing decisions these days are made by a team of people. You can hit a lot of speed bumps if all your knowledge comes from only one customer contact. Identify all the decision makers on the buying team. Ask your contact, “What other key […]

2011-04-12T17:24:07+00:00 April 12th, 2011|Sales Leadership Blog|0 Comments

Sales Training Tip #1

Avoid talking too soon about your solution. That just gives your competitors an edge because the customer is likely in the middle of their buying process. Essentially, you reach the end of your sales process just as the customer arrives at the point when they start comparison shopping. Instead, early in the sales process get […]

2011-04-11T17:23:14+00:00 April 11th, 2011|Sales Leadership Blog|0 Comments

Sales Training To Value Your Solution

Are your customers undervaluing your solution?

I’ll assume that you set a fair price for the solution you offer to your customers. If they spend a lot of time trying to negotiate that price down, then the real issue may be that they don’t value your solution
enough.

That’s a problem that’s your fault, not theirs. You haven’t […]

2017-06-01T11:00:15+00:00 April 5th, 2011|Sales Leadership Blog|0 Comments

Sales Training For Success

Keep close contact with the customer, especially when they are in a comparison mode (evaluating solutions from multiple vendors).

If you are asked to deliver a proposal or presentation, the odds are high that the customer is asking other vendors as well. Talk to your sponsor ahead of time to see if anything has changed.

Immediately after […]

2011-03-23T00:35:50+00:00 March 23rd, 2011|Sales Leadership Blog|0 Comments