Consultative selling is a sales approach that involves the client’s needs and wants, as opposed to the product or service being sold. Many companies are using the consultative selling approach in order to retain their customers. Consultative selling enables companies to be more proactive in the sales process and allows companies to provide a better … Read more

We get a lot of calls on our sales voicemail. The calls are usually returned quickly with a “thanks for calling” and a follow up call later. We use a handful of voicemail scripts to give our prospects a quick answer to our calls and to give us the opportunity to offer more information. The … Read more

The sales pipeline is a vital strategic tool used by sales executives to prioritize and manage the sales activities. However, the sales pipeline is not a tangible thing, and this often creates confusion among salespeople as to how to measure and manage its various stages. In this post, we will discuss how to define the … Read more

The job market is changing, and it will become more difficult for people without a college degree to find work. There are, however, a few ways a person can make a living as an entry level sales rep that doesn’t require a college degree. Get ready to build your future in sales. Not with a … Read more

By now, most salespeople know that a key part of the sales process is that of the prospect: understanding their problems, identifying their needs, understanding their business, and setting expectations. However, there is another part of the process that is just as vital: the follow-up. A deal is either a successful one: a contract, order, … Read more