Learn how the Sales Prologue technique shifts sales meetings from seller-driven pitches to buyer-led discussions, fostering trust and engagement for...
Discover the cost factors and storytelling methods for creating effective whiteboard stories to enhance sales interactions and customer engagement.
Learn why BANT qualification is outdated in B2B sales and how to use IMPACCT to facilitate the buying process effectively. Improve win rates by...
SDR's using BANT to qualify prospects are shooting themselves in the foot and driving prospects to the competition.
This article is part 2 and explores a proven technique for activating channel sellers in a 1-hour virtual or in-person visual storytelling workshop
Today salespeople must differentiate through how they sell at the outset of any call. A sales prologue accelerates trust and demonstrates competence.
Transform your boring product-centric case studies into customer hero stories to connect emotionally with your audience and drive prospect Product...
Whiteboards have been around for 40 years. Now that face-to-face selling is back, it is time to teach salespeople to differentiate through using them