Identifying Customer Needs

4 Crucial Coaching Questions for Pre Call Planning

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Three people are looking at a tablet.

In my most recent blog, I wrote about the perils of doing only (or primarily) performance reviews with reps, where you look at numbers after the fact. To see improved results, you have to get involved with their sales process much earlier on. That means being a better coach before they pick up the phone … Read full article

Strategies for Defeating Your #1 Competitor

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The # 1 competitor you face today isn’t another company. It’s the customer’s decision to do nothing, to make no change at all. You can hear your #1 competitor talking, every time a prospect voices a value objection. Objections like “I can’t afford it,” “It’s not a priority,” It’s not in our budget, “ “We … Read full article