selling-skills

What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important. 

Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.

Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.

Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.

A sales presentation is too important to be diminished to a sideshow in your client’s day. There are several ways to remedy this situation, but one of the most effective techniques is the use of STORIES.

TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!

Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.

What inspires and motivates people to action? Here’s a hint: it’s not a PowerPoint deck filled with data points and analytics. Learning how to share a powerful story can positively influence others and help your ideas become memorable. Perhaps you need to promote a new idea or close that crucial sale. Learn how some of the most successful business ventures today got their start from sharing a powerful story and how you can make your own narrative work for you.

Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.

What’s the secret to wildly productive first-time sales meetings or conversations with executives? Thought-provoking questions. Read the blog to find out why—and how to tell if YOUR questions are thought-provoking enough to make customers want to learn more.

Could your salespeople be eroding profit margins through excessive discounting? Or through unnecessary product, service, or contractual give-aways? Margin erosion usually stems from the failure to establish differentiated value early in the sales process. Here are 3 tips you can use to turn margin erosion into margin generation.

When prospective buyers ask sales reps to justify ROI, it's typically NOT because of a lack of data or information about your products and services. Rather, it's because they haven't quite fully bought into your sales messaging or your messenger. Read on to learn what customers are really thinking when they ask for ROI justification, and what your reps can do differently.

What characteristic do we prize most in the people with whom we interact? Learn how our perception of this trait is influenced by communication skills.

If you think about it, your organization’s performance depends on its best ideas being turned into profitable innovations. Yet, 87% of executives believe major unexploited opportunities, ones that could make their companies market leaders, are overlooked. Why are so many companies struggling to innovate? (Hint: It's not a creativity problem!)