Sales Blog

Star Performers: Hiring the ProActive Way

The painful truth: It takes a long time to get rid of a bad hire. On average, 9-12 months. Ouch. Have you seen sales organizations that seem to hire right the first time, and you’re wondering if it’s just good luck or a secret formula...

Closing the C-Suite: Communicating with the ATL Executive

The communication style preferred for Above the Line buyers (CEO, COO, VP’s, etc.) is drastically different from that of their Below the Line (Managers, technical buyers, end users) counterparts. Skip Miller’s newest book, “Selling Above and Below the Line”, explains that Above the Line (ATL)...

VLOG: Sales Tool – The Flip

One of the most pieces of advice you can utilize in sales is to talk less and listen more.  This may seem counterproductive.  You want to get all your information out to your prospect, right?  All those features and benefits of what you’re trying to...

VLOG: Has Your Prospect Gone Ghost?

You’ve invested time.  You’re feeling good.  Then your prospect falls off the face of the earth.  What happened?  What do you do about it?  In this video, Skip, Tom, and Amanda chat about prospects that have gone dark and how best to assess the situation...

VLOG: Prospect vetting you? Learn how to stand out!

We all know that competition can be fierce.  While it may seem like your prospect is in a monogamous buyer/seller relationship with you, more likely than not they are chatting with your competitors as well to compare products and prices.  And who can blame them? ...

VLOG: Communicating with the Above the Line Buyer

Above the Line Buyers are typically the folks who are responsible for the P&L.  VPs, “Head of…”, and Managing Directors would often be Above the Line Buyers.  We have found that the best way to communicate with these buyers is to ask questions and let...

VLOG: Communicating with the Below the Line Buyer

Below the Line Buyers are interested in your product. They want to know more. But how do you stay in control of the conversation? It’s critical to balance the give/gets…don’t let the information you’re giving to the prospect dominate the conversation. It’s counter to what...

Control Whitepaper Teaser
Whitepaper: Controlling the Timing of the Deal

Too often salespeople allow the prospect (or customer) to control the timing of a deal. Learn how to seize control and manage the sales process. This whitepaper will lead you through the tools and tactics of timeline control in a sales deal. Our tools enable you...

Amanda Skip Vlog
VLOG: Breaking Bad Sales Habits

Bad sales habits. You have them, I have them, we all have them. They’re easy to form and hard to break. Your habits may have been wired in place years ago.  They may be based on old sales tools or a sales environment that is now...