Mike Montague

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

Making buyer-focused conversations happen consistently takes practice. Why? Well, unfortunately, we often fall into the trap of making the conversation about us, our stuff, and our company’s track record. The fact is, we’re hard-wired to do that, for the simple reason that we’re human beings.

The intensity of this time of year can make selling for a living feel a bit like the playoff season! Here’s three proven strategies you and your team can use to close more sales opportunities, set the right end-of-the-year game plan, and make the final “inning” of your team’s fiscal year pay off.

Here are three simple things you can do, starting today, that will immediately upgrade your 30-second commercial.

Sales has traditionally been an intuition-driven profession. Today, adopting that approach is a major competitive disadvantage.

Here’s the LinkedIn® Levers tool, a focused, user-friendly checklist that helps you to get the most out of your connections on LinkedIn. Put it to work every day!

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue.

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.