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Remote Selling In Era of 'Social Distancing'
Here are two videos I posted on LinkedIn as the coronavirus forced salespeople to work remotely. The first talks about getting your gear and set up right as you prepare for remote sales calls. The...
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Re-framing Pricing Conversations
Salespeople run into many common challenges and a difficult one to artfully overcome is the pricing conversation. With so much data at Buyers’ fingertips, they have become sophisticated at negotiating...
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Sales Process Vs. Sales Methodology
How consistent is your sales process? Does every sales person understand what they need to do to achieve their sales plan? CEO's often ask us what sales methodology we recommend to improve their...
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Cost Per Opportunity
As the old saying goes, management gets what management measures. What would happen if you put some focus on tracking your average cost per sales call? Not average cost per appointment, but think about...
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Psyched to Sell
How excited is your sales team? How passionate are they about your product or service? There's nothing worse than sitting through a meeting where you can tell that the salesperson across the table or...
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Coaching to Reach Decision Makers
It is obvious that more sales will happen if your team starts the conversation with people who have the ability to say yes and write a check. Reaching decision-makers is key to more effective...
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The Importance of Questions
Just as salespeople can easily get wrapped around the gears of talking about features and benefits, throwing out industry jargon, using three letter acronyms to describe your services, it's also...
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Avoid Job Posting Clichés
Intelligent Conversations is not a salesperson recruiting company. We teach companies a different way to recruit stronger salespeople.
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