by Shari Levitin, Chief Executive Officer and Sales Strategist, Shari Levitin Group | Feb 1, 2022 | STAR Blog
Virtual selling is the new norm, but initiating sales conversations in a virtual environment is not simply doing what you’re used to doing face to face in front of a webcam. To deliver skillful and efficient virtual sales conversations, sellers must embrace a new...
by Darrell W. Gunter, President and Chief Executive Officer, Gunter Media Group, Inc., Professor, Salesmanship and Sales Management, Seton Hall University | Feb 1, 2022 | STAR Blog
Building a high-performing sales team comes down to quality fundamentals. To succeed in the sales profession, your team needs to demonstrate consistent mastery of their product and the sales process. They need to have the required skill sets and emotional...
by Anita Nielsen, Author, Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career | Nov 9, 2021 | STAR Blog
The most successful sales professionals understand that memorable and impactful buying experiences are based on how much a customer feels you understand them—and how well they feel they understand you. Part of this understanding means being authentic: comfortable with...
by Michael Levin, President, Custom Solutions, Incorporated | Nov 9, 2021 | STAR Blog
What is the part of a sales call we hate the most? Handling objections. And why do we hate it? There are many reasons. The most obvious is they get in the way of us closing a sale. It is also a time of stress potentially for both us and our customer as neither side...
by Abby Vietor, Worldwide Field Activation Leader, AWS Game Tech, Amazon Web Services | Nov 9, 2021 | STAR Blog
Leibniz’s notation. Quadratic formulas. Polynomials. What do they have in common? For most adults it’s that you can’t remember a single thing about them despite months of study and examination in your youth. But what about the multiplication facts you learned at age...
by Mark Hunter, Author of A Mind for Sales, High Profit Prospecting and High-Profit Selling | Nov 9, 2021 | STAR Blog
No one on either end of the phone line enjoys a cold call. It doesn’t have to feel cold, and there are steps you can take to use the phone more successfully. Put yourself in the prospect’s shoes. Under what circumstances would you want to listen and engage with...
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