Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

5 Things You Should Be Doing to Increase Your Sales Productivity

Predictable Revenue

5 key pieces of advice by Jay Mount (CEO of to help team leaders increase their sales productivity, without reducing morale. The post 5 Things You Should Be Doing To Increase Your Sales Productivity appeared first on Predictable Revenue. Blog Sales & Marketing Strategies


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What is Sales Forecasting? Why it Matters + 11 Tools to Consider

Sales Hacker

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. What is sales forecasting? Sales forecasting best practices. What is sales forecasting?

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How Sales Really Works


There are two methods of starting a sales conversation. SalesThe first way to start the conversation occurs when a salesperson calls a prospective client to ask them for a meeting to talk about how their prospect may improve their results.

The State of XaaS Sales 2022

Technology as a service (XaaS), sold on a subscription basis, is becoming the industry’s dominant go-to-market model. Discover what impact this change has on sales, and gain insight into how to optimize your sales organization for selling XaaS.

The Fearless Sales Leader

STAR Results

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Fearless Sales Leader.

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On Your Sales Opportunity's Fifth Birthday


Happy Birthday to your sales opportunity on its fifth birthday. SalesIt's been amazing to watch you share a picture of your opportunity every month for sixty months, but if I can be honest, the poor thing hasn't matured at all during this time.

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Elite Sales Strategies


Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , and my first book with Wiley publishing.

Achieving Sales Effectiveness Supremacy


All three men are market disruptors, a rare breed in B2B sales. SalesOccasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category that they dominate the market.

How to Increase Sales Activity


Just suggesting that more activity might be necessary to improve results makes sales leaders and sales managers nervous. They don't want to ask their sales force to make more calls (yes, calls) and schedule more meetings with prospects whose outcomes you sincerely want to improve.

Sales Funnel Optimization Strategies


The post Sales Funnel Optimization Strategies appeared first on ClickFunnels. You already understand why it’s so important to have a proper sales funnel. Want to increase your conversion rates, get more sales, and make more money? The Key To an Effective Sales Funnel.

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3 Sales Strategy Examples You Can Copy


A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your sales team to run smoothly, you need to have a comprehensive sales strategy that encompasses all of your goals and operations. Sales

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On the Nature of Consultative Sales


Sales Modern Discovery Modern Sales Approach

Sales Leaders’ Guide to Developing an Awesome Sales Management Team

STAR Results

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Sales and marketing automation tools $20 billion.

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4 Amazing Sales Training Ideas to Maximize Team Effectiveness


Stop me if you’ve heard these: “Sales training doesn’t work.” “I’m I’m a natural at sales, I don’t need training.” Sales training is a waste of time.”. Sales Training

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The Detrimental Reliance on Product in Sales


Of course, it's important to know your product, but it isn't the most important thing in a consultative sale , a sale where counsel, advice, and recommendations are the primary value. Modern Sales Approach

The New Sales Conversation


The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. The Inflection Point in B2B Sales. Sales

Talking About Money in Sales


SalesThere are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need.

On the Lack of Sales Culture


Without a sales culture, you will experience results that are less than they should be, including the net new revenue that leads to growth. Leadership

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The Sales Manager’s Success Checklist

STAR Results

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Do All Your Sales Reps Have Strong Business Plans?

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The New Fundamentals in B2B Sales


Disclosure: Not everything in sales or buying has changed. Modern Sales ApproachThere are plenty of fundamentals still effective and useful.

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Why the Best Sales Conversation Wins


SalesImagine a company is exploring some significant change. They've looked at a number of potential partners online, all of whom make the same flashy promises.

The New Qualifications in B2B Sales


There are not too many sales experiences worse than being qualified over the telephone. Modern Sales ApproachHaving someone waste your time asking your questions to prevent them from wasting their time is anti-value.

B2B 194

The 7 Best Sales Training Topics for Teams


Still, in most sales teams, the words “training initiative” elicit groans rather than excitement. Maybe you’re just not selecting the right sales training topics for your team. Sales TrainingAlmost three-quarters of Americans consider themselves lifelong learners.

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7 Principles for Your Sales Approach


What is the best sales approach for B2B sales? SalesIs it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is it some seemingly new approach that is really an old pig with touched-up lipstick?

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The Problem with Fear-Based Sales Approaches


Some of the older approaches to sales are based on a fear of the prospective client. Fear is a crippling emotion in sales, limiting the salesperson’s performance, preventing client leadership, and removing any possibility of being considered a peer. Modern Sales Approach

6 Elements of a Sales Process Flowchart


If your sales reps had an expertly crafted, clear-cut sales process, how much would their sales performance improve

Sales Leadership on Steroids

STAR Results

Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.

SURVIVING SALES EP 1 with James Buckley


The post SURVIVING SALES EP 1 with James Buckley appeared first on JB Sales

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The Continuing Evolution of B2B Sales


Modern Sales ApproachThe dramatic changes in our 21st-century environment have touched every part of our lives, including our companies and our clients.

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A Low Resolution View of Sales


One reason that sales organizations struggle to generate revenue or growth is because they have a low-resolution view of sales. The second factor is not paying attention to the sales industry, falling behind on key developments in the past twenty years. Sales

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The Dreaded Sales Prevention Department

Engage Selling

A Sales Prevention Department? The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader. You might have one.

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The Sales Process Was Designed to Solve the Sales Organizations Problems


The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. In particular, the standard “sales process” sought to provide a blueprint for success, a repeatable formula to ensure that every salesperson could win deals.

8 Wrong-Headed Beliefs About Sales


There are a lot of bad ideas out there about sales and selling. So, for a change, here’s some bad sales advice—and why it doesn’t work. SalesInevitably, some of them get treated as if they were unassailable truths, even when they are quite the opposite.

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8 Proven Traffic Sources for Your Sales Funnel


The post 8 Proven Traffic Sources for Your Sales Funnel appeared first on ClickFunnels. Businesses have options galore when it comes to building their sales funnels online. Driving Traffic to Your Sales Funnel. The sales will come naturally.

Outcome Selling: Setting up Your Sales Team for Success

TSIA Sales

Nearly every company that we talk to acknowledges that their sales people need to move away from leading with features and functionality. They want their people to make pitches to customers based on their ability to drive business outcomes.

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The 7-Step Sales Prospecting Process to Close Any Deal


Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more demanding than closing. So, do you need a sales prospecting process, or can you just follow your gut and see what sticks?

Customer Engagement Shift | Sales Strategies

Engage Selling

The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader. recently came across some interesting research from Gartner on the customer engagement shift.

4 Amazing Sales Training Videos for New Salespeople


Sales TrainingHow effective is video training? Pretty darn effective, it turns out. Learners remember an average of only 10% of the content they learn by reading, but up to 95% of content they learn audio-visually.

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Why And How You Should Create A Sales Funnel Graphic


The post Why And How You Should Create A Sales Funnel Graphic appeared first on ClickFunnels. Sales funnel graphics can help you make better business decisions. Table of Contents: What Is a Sales Funnel Graphic? What Are the Benefits of Creating Sales Funnel Graphics?