© 2017 Tom Stearns Consulting, a division of Stearns Marketing, LLC

August 7, 2018

By defining, documenting, tracking, testing, and coaching conversation tactics, your sales team can rapidly improve.

Good salespeople manage a conversation. Conversations are fluid and dynamic but competent salespeople have a toolkit of tactics they use to manage the co...

July 30, 2018

Good open-ended questions can be magical. I’m always discovering new phrasing from talented reps.

April 3, 2018

This article provides more detail to my article on How to Create a Winning Sales Culture. This is number 5 of the 17 ideas. I’ve also recorded a video on this topic.

Sales is hard. It can be a real grind. A question I often get is, “how do I continually motivate my team...

March 30, 2018

This article originally appeared on Smashing Quota

Many salespeople mistake pitching with selling. Here’s what happens: the prospect answers the phone. The rep introduces herself, asks about the weather, and then starts talking about what she‘s selling — she pitches....

Please reload

Featured Posts

Do You Have a Strategy for Your Sales Call?

September 28, 2017

1/1
Please reload

Recent Posts
Please reload

Archive
Please reload

Search By Tags