In this final part of our two-part series, Sterling Chase MD Steve Eungblut introduces the Sterling Chase INnOVATER Relationship Model, providing a simple 7-step approach that sales and service people can use t...
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These days, great sales people are not the pushy, overconfident stereotype that most people think of when they hear the word ‘sales person’ or ‘salesman’. The male-orientated, winner-tak...
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So what does it take to be a great salesperson? In terms of fundamental selling skills, the list could be endless. To just scrape the surface, a great salesperson should be excellent at pitching and persistent...
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With economic turmoil in Europe and fierce competition across multiple industries, a key question for any sales management team centres around how prepared their sales teams are for an uncertain future. Before ...
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A few good sales techniques and being motivated are no longer enough… It used to be true that if a sales person had a great sales technique and was highly motivated they would be great at selling. Well, ...
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With buyers more cautious than ever, you need to be able to rely on more than just one closing technique to overcome buyer concerns and win more deals. Depending on the situation, you should consider employing ...
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It’s over half way through the year and the economic outlook is still looking very uncertain. Nevertheless, most medium and large companies are starting to realise that they can’t continue to cut costs and batt...
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It is clear from our sales training courses that cold calling is a key reason why so many people are deterred from pursuing a career in sales. But cold calling is a fundamental part of selling and, if you are ...
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How do the top sales people earn so much yet look so relaxed? Well, it’s because they get great results, earn great rewards, develop lasting relationships with their clients, are respected in their indus...