It's a given and agreed-upon fact that sales are basically a numbers game. The sales professional who is good at overcoming sales objections will close more sales. However, what exactly…
It's not uncommon to lose focus on your pipeline - or funnel - and consistently filling it with new opportunities. Reps often spend too much time on a few opportunities…
True, not everyone wants to be reminded of the difficult challenges that may be confronting them, but by filling this role, a consultative seller will further enhance their credibility and…
Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. While this persistence can…
In this episode of The Horn, David Starr tells us about his childhood, going all the way back to age three, and his recollections of his family’s neighbor who owned…
PRESS RELEASE CONTACT: Name: Neil Farquharson Phone #: (805) 408-4888 Email: neil@conectus.com Frisco, Texas – ConectUS Wireless, a Verizon Master Agent, is pleased to announce its sponsorship of David Starr…
It's no surprise that the biggest objection you're facing in today's economy is the "no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think…
Do you use effective questioning techniques that discover the buyer's needs, wants, and desires, or do your customers feel bullied and interrogated? Can you get buyers talking freely, or do…
On the face of it, the strongest solution should always win the new business, regardless of how much the client likes you. However, it's commonly accepted that personality factors can…
No matter how ready you are to sell something you can't sell anyone anything they don't want. You can say all the right things yet walk away without a sale…