Sales Excellence Blog

Industry news, selling tools, and more!

Sales Excellence Blog

Maximizing Your Prospecting ROI

Date:

December 16, 2019

Author:

Bill Stinnett

I think we'd all like to have more opportunities in our pipelines. Some of you are fortunate to be getting new leads on a regular basis from your marketing departments or other sources, but for lot of us in the selling profession we have to find our own leads.

VIEW NOW

How do you Understand the Roles Involved in your Customer's Buying Process?

Date:

December 10, 2019

Author:

Bill Stinnett

Let’s discuss the roles involved in a complex buying process... (VIDEO INCLUDED)

VIEW NOW

The Most Effective Way to Sell to C-Level Executives

Date:

December 5, 2019

Author:

Bill Stinnett

People often ask us, "What's the most effective way to reach a C-level or VP-level executive to sell to them? What medium of communication should I use? Should I use email, voicemail, letter by FedEx?"

VIEW NOW

How do you Determine the Origin of a Sales Opportunity?

Date:

December 4, 2019

Author:

Bill Stinnett

If you look at your entire market or territory – this would be everyone you could potentially sell to, which could be defined by geography, industry, etc. – however your territory is defined, we first want to take a look at all of the opportunities that might exist in there or could potentially be found in there. (VIDEO INCLUDED)

VIEW NOW

Selling Financial Results to Executives

Date:

December 1, 2019

Author:

Bill Stinnett

Because of the broad variety of measures and metrics that businesses use to track and report their performance, leaning the language of business is an ongoing process.

VIEW NOW

How Do You Learn to Think Like Your Customer?

Date:

November 20, 2019

Author:

Bill Stinnett

How do you learn to think more like your customer? This concept is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy. (VIDEO INCLUDED)

VIEW NOW

Selling Past the Executive Assistant

Date:

April 15, 2019

Author:

Bill Stinnett

This is a question we hear from just about everybody who’s responsible for outbound business development – for reaching out to customers as opposed to just responding to inbound leads and inquiries. How do you sell past the executive assistant?

VIEW NOW

Getting Customers Interested in What You Sell

Date:

February 15, 2019

Author:

Bill Stinnett

Many years ago I learned the hard way that customers don’t really want to buy anything. They don’t have any interest in the products and services that we sell...

VIEW NOW

On-Site Workshops

Custom-tailored learning experiences designed for your company at any location that's best for your team.

Why Hold Training On-Site?

Live-Video Workshops

Highly interactive live-video learning sessions complete with small-group discussions and role-play exercises.

How Effective Can Remote Learning Be?

World-Class eLearning

Online learning for sales teams and individuals located anywhere. Available 24/7/365. Highly engaging and delivered to any device!

Take Online Learning to Another Level

Workshop in a Box

High-quality learning experience for groups of any size facilitated by  anyone who can “push play” and lead a group discussion.

Flexible and Localized Facilitation

Have questions? Or are you ready to get started?

Give us a chance to understand why you came to our website. Maybe we can help!