Sales Leadership

consultative selling vs. solution selling

Consultative Selling vs. Solution Selling: What’s the Difference?

Consultative selling vs. Solution Selling: What’s the difference I’ve talked frequently about the need to sell solutions, not products. Customers come to you for a solution to their problem, not to buy a product. When you go for a close too soon without uncovering a problem (and getting your prospect to acknowledge they have it), …

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Your lead response time is too slow. Here’s how to fix it.

Chances are you’ve dealt with a prospect going MIA after reaching out to your company. Here’s why ghosting happens. Your lead-response time is too slow. It’s slower than your prospect’s thought processing time. The company that responds the fastest is the company that is going to get that sale. Companies that respond within 5 minute …

Your lead response time is too slow. Here’s how to fix it. Read More »

signs of a toxic sales culture

The four signs of a toxic sales culture (and how to fix it)

A toxic sales culture can bring down the most well-meaning leaders. Sometimes, leaders don’t even realize what is contributing to negative culture. All they know is they can feel it when they walk into a room. Culture is the difference between staying and growing with a company or quitting for a better opportunity. So let’s …

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