In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the […]
Everyone in sales has likely made a discovery call at one time or another. The discovery call is a crucial component of the sales process. It allows reps to qualify a prospect and gather information […]
In B2B sales, exceptional verbal communication skills are absolutely imperative. Why? Because phone calls are what move deals forward. As we have all experienced, it can take numerous back and forth emails to qualify a lead, […]
Is your sales team facing increasing competition from similarly-featured competitors? Are you involved in more competitive deals than ever? In a world where the competitive differentiators in most industries are increasingly minuscule, reps have to […]
