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]

Secret to Writing Proposals

What’s the secret to writing proposals and presentations that will stand out from your competitors? Provide clear descriptions of the prospect’s problems, challenges, or opportunities you’ve seen (using the customer’s language) and link your differentiating capabilities to the specific needs of that prospect. Do not simply provide generic statements of benefits.

2011-02-28T00:25:57+00:00 February 28th, 2011|Sales Leadership Blog|0 Comments

Sales Training Approach

Most salespeople include in their approach sales call a “benefit statement”. This is two or three generic customer benefits that attempt to create interest so the prospect agrees to an initial appointment. But the vast majority of prospects you call are either in the Change or Discontent steps when you call them.

They may or may […]

2011-02-22T00:25:13+00:00 February 22nd, 2011|Sales Leadership Blog|0 Comments

Sales Training for Peak Performers

Are your peak performers as committed to your company today as they were 18 months ago when the job market was much more difficult? Recent research found that today’s peak performers are twice as likely to have plans to quit and move on than they were in 2008.

So, take time to check in with your […]

2017-06-01T11:00:16+00:00 February 15th, 2011|Sales Leadership Blog|0 Comments

Sales and Sales Management Training from TopLine Leadership

Since 1989, TopLine Leadership has provided custom sales training and sales management development programs. We serve clients from diverse sectors.

Our sales training clients want a new approach to consultative selling,that of selling based on how their customers buy. Our clients want their salespeople to sell in a way that’s much different than how their competitors […]

2017-06-01T11:00:16+00:00 February 10th, 2011|Sales Leadership Blog|0 Comments