Sales Tactics Blog

In today’s market, you have to operate lean and it is always smart to do what you are best at. I was recently speaking to

Neil Rackham published “SPIN Selling” in 1988 based on a major 12-year study focusing on how large sales were made. A key finding was that

One of the key things that is not mentioned often when engaging in sales closing is the power of storytelling.  Based on my experience and

Sales probing questions are types of questions a salesperson can ask their prospect that will potentially lead to a greater business opportunity. Using the correct

There are many benefits to incorporating channel partners into your sales strategy. Mark Elliott in his article on channel sales strategy outlines a number of