Sales Training Blogs | Tips & Insights

Renewal Price Increases: What to Ask Before the New Number Goes Out

A new bid is a negotiation. A renewal is a relationship with a number attached to it, and that difference...

Ask ten contractors in York County how long their quotes stay good and you get four answers, two shrugs, and...

An estimator in York prices a structural steel package in February. The owner signs in April. Between those two dates...

Most sales managers will tell you they coach their reps. Ask what that coaching looked like last week, and you'll...

Manufacturing sales organizations are losing more money to sales rep turnover than most executives realize - and the damage rarely...

Pennsylvania ranks among the top five states in the country for pharmaceutical and medical device employment. More than 90,000 people...

Here's the scenario that plays out in companies across South-Central Pennsylvania more often than anyone likes to admit. A sales...

One of the first lessons I learned in sales was that customers buy confidence. I believed it for years. It...

Here is a true story that makes my heart ache. About 15 years ago I was targeting a particularly lucrative...

Every salesperson has experienced it. You invest hours preparing, ask good questions, build a great relationship, present your proposal with...

‘Lead where you are’. I remember hearing that once early in my career before I ever had any real titles...

What is the number one reason why salespeople get a bad reputation? Sure, we’re not perfect, but most of the...

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