Secrets of Closing the Sale? Become the Buyer’s Guide

Becoming a Buyer’s Guide reflects the change that needs to happen for modern sellers. Rather than push product and bombard prospects with features and benefits (aka classic selling methodology), a Buyer’s Guide takes a consultative approach that supports the prospect through every step of the B2B buyer journey.

ArticleCasey MurrayMarch 23, 2023Closing sales, sales training, B2B salesComment

Closing Sales Techniques: 5 Steps to Increase B2B Sales Win Rates

Closing B2B sales today is more challenging than ever. According to a recent Gartner study on the evolution of the B2B buyer journey, sales reps have about 5% of the customer’s time during the sales process. This time crunch puts tremendous pressure on the seller and highlights a glaring truth: most conversations and meetings happen without a salesperson present. How does your story get told in those meetings when you are not the one delivering the message?

ArticleCasey MurrayFebruary 14, 2023B2B sales, Sales techniques, Sales training, SaaS sales, Sales performance, Growth strategies, Closing salesComment

Tips for Closing Sales: 10 Ways to Avoid No-Decisions

ArticleCasey MurrayJanuary 6, 2023Closing sales, B2B sales, sales training, Sales techniquesComment

The Two Types of Project-Based B2B Sales: What Works Best? [Video]

Sales Training VideosCasey MurrayNovember 7, 2022B2B sales, sales training, Sales techniques, SaaS salesComment

Movement Triggers™: Sales Techniques to Get C-Suite Buyers to Take Action [Video]

Sales Training VideosCasey MurrayOctober 3, 2022B2B sales, Sales techniques, SaaS sales, sales training, movement triggersComment

Using Behavioral Analysis To Make Your Next Best Sales Hire

ArticleCasey MurraySeptember 9, 2022recruiting, Behavioral analysis, hiringComment

How to Demonstrate You Are an "A" Player When Interviewing for Sales Jobs

ArticleCasey MurrayAugust 12, 2022hiring, recruiting, B2B sales interviewing, b2b sales, SaaS sales

60-Second Takeaway: The Sales Acceleration Formula [Video]

Sales Training VideosCasey MurrayApril 17, 2020B2B sales, SaaS sales, Growth strategiesComment

60-Second Takeaway: Strategic Selling [Video]

Sales Training VideosCasey MurrayFebruary 7, 2020sales training, b2b sales, SaaS sales, Sales performance, Sales techniques, Closing salesComment

How to Avoid "Value Leaks" in B2B Sales

Learn 10 ways that you are leaking value in your sales process.

Casey MurrayJanuary 2, 2020Comment

10 Signs That You Should Absolutely Hire a Salesperson

Here is a recent post we had featured on hubspot sales blog that discusses some great indicators of how the best salespeople interview and who you should hire.

Casey MurrayJune 13, 2017Comment

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