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The Sales Catalyst
Learn how to dramatically increase sales using proven sales techniques!
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    Sales Tools – Turn Molehills Into Mountains
    I find with teaching sales tools and concepts it helps to provide a visual. Everyone learns in different ways so you need to cater for this. I personally love analogies as they offer another way of thinking about the sales tools you’re working on. They also allow the student to attach an image in their mind to the sales tool in question, I’ve found this very helpful as both the coach and the stude...
    Relationship Selling – Turn Problems Into a Positive
    I have touched on relationship selling in previous posts when comparing the Relationship Builder salesperson to the Challenger salesperson (see The One Type of Sales Rep Who Does Best at B2B Sales). While the Challenger is proven to consistently be the most successful type of salesperson, it must be made clear that even within this type of sales approach Relationship Building and Relationship Sell...
    Business to Business Sales – Are you making this costly mistake?
    I met with a friend of mine last night whom also works in business to business sales to discuss some difficulties he is having winning over particular clients, as well as how to increase his sales in general. While we both work in business to business sales and our industries share common themes, we discovered there are also some areas which mean his business to business sales approach needs to al...