How to Negotiate to Close More Deals

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. ...

Published: Aug 22nd, 2019

Improved Sales Through Listening

70% of buyers say that agents who listen to their needs create the most positive sales experiences. So why are we stepping over this missed opportunity by not listening in sales? Knowing your pitch is incredibly important. However, it falls on deaf ears when the buyer senses you did not lis...

Published: Jun 19th, 2019

AA-ISP Webinar Series: 10 Lessons from 1 Million Cold Calls

We analyzed over 1M cold calls using Conversation Intelligence technology and spoke with several sales "masters," including Smart Selling Tools Founder and Sales Expert Nancy Nardin about how to run impactful cold calls. Get ready to learn science-backed tips and tricks that will ...

Published: May 10th, 2019

AA-ISP Webinar Series: Product Differentiation Is Dead. Win with HOW You Sell Instead

Today, buyers can't tell the difference between you and your competitors. Relying on your product to win triggers brutal competitive bake-offs. Today, you differentiate with what you say, do, and write during...

Published: Mar 14th, 2019

Just Email Me Something….

What do you say when you get this objection while ...

Published: Mar 2nd, 2019

Overcome ALL Objections with This ONE Question

Want to know a secret about objections? There are really only two types: ...

Published: Mar 1st, 2019

13 Trigger Emotions Behind Every Sale

Our emotions and desires are great motivators. Create a connection with your prospects, understand what they want from a business AND personal perspective, and develop a strategic offer that fulfills those desires by using this as your emotional guide.

Published: Jan 18th, 2019

AA-ISP Webinar Series: "Funny, You Should Say That!" - Humor's Impact on Selling

Jon Selig sold tech for 12 years, and it was a very well-paid internship for his career in stand-up comedy. The similarities between sales and stand-up are staggering (sales is stand-up comedy with much slower rejection).  Jon highlights how humor impacts your prospects, s...

Published: Sep 12th, 2018

I am looking for good material related to handling objections to price increases due to new tariffs. IS your sales force dealing with these objections as well?

Published: Aug 22nd, 2018

AA-ISP Training Tuesday: The Science of Listening in Sales

Have you ever given thought to what “listening” really entails?  Specifically, have you ever considered what role effective listening plays in world-class selling?  You may be shocked to know that there is no more effective means of establishing rapport...

Published: Nov 16th, 2017

Asking Effective Questions

Questions "gather" information and Objections "disclose" information, and asking effective questions as a sales professional that reveal a prospect's objections is still a skill that is often underdeveloped. Most sales people just want to demonstrate to the prospect how much...

Published: Aug 1st, 2017

AA-ISP Webinar Series: 5 Ways Sales Enablement Can Help Inside Sales

In larger, best-of-breed sales organizations, Sales Enablement teams have become the group chartered with increasing sales team performance through all means possible. These teams are looking at people, processes, content and technology to improve sales team efficiency and effectiveness, an...

Published: Dec 1st, 2016