Sales Skills, Process, & Techniques

Complex Tech: Selling Technology & SaaS in a Hyper-Competitive Marketplace

The sales landscape for SaaS and Cloud Services has become exponentially more complex & more competitive. In the new technology sales paradigm sellers must move out of their comfort zone of sellin....

High Profit Negotiating

Few activities have as much impact on sales outcomes - positive or negative - as negotiating. Effective negotiating skills give you the confidence you need to make deals that maximize profits and your....

How to Differentiate in a Buyer Centric Marketplace

It's a cold hard fact. The sales landscape is changing. Buyers in the new economy have an extreme information advantage. In most cases, they have extensive knowledge about your product and service bef....

Sales Call Planning for the Complex Deal

Effective sales call planning separates the winners from the losers in complex deals. Developing your strategy and approach before engaging your prospect in the sales call will give you a distinct c....

Connect 2 Sell: Why You Must Stop Selling and Start Leading

Salespeople who lead their prospects through the buying process achieve better results. In this engaging and cogent course from Deb Calvert, author of the hit book DISCOVER Questions Get You Connecte....