Guiding a prospect through the sales process is always tricky. No matter how many tactics you’ve implemented to increase your conversion rate, it seems that new sales team members, in particular, are ...

Salespeople perpetually fight an uphill battle against rejection and adversity. Rejections loom especially large at the beginning of sales cycles. In 2007, it took an average of 3.7 cold call attempts ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

“There aren’t the resources to devote to such initiatives.” How many sustainability professionals have faced objections like these when trying to move a sustainability initiative forward? Are you ...

Poor handling of leads can account for as much as 60 percent of fallout. “Objection handling” is searched more than 6,600 times per month on Google, showing this as a main area of concern for sales ...

Objections in life insurance aren't a dead end - they're an opportunity to build lifelong client relationships ...