by Kristi Calver | Oct 11, 2022 | Blog Post
How do you know when your salesperson is underperforming? The easiest indicator is by looking at their results. Above plan? Kudos, leave them be. Below plan? We swoop down to intervene about improving performance. But there are many factors that contribute to...
by Kristi Calver | Oct 10, 2022 | Blog Post
In a virtual selling environment, the ability to help your customers visualize how your products, services, and solutions will meet their needs becomes even more important. Without face-to-face cues, your words take on even more meaning. We’ll explore how to create...
by Kristi Calver | Oct 7, 2022 | Blog Post
In my posts, I refer to value a lot: engaging customers in a way that has them see value in talking to you…asking questions artfully so you draw out their definition of value…but what is value, truly? Defining value can take many forms. Let’s start by remembering...
by Kristi Calver | Oct 5, 2022 | Blog Post
Who defines what value is? You got it – THE CUSTOMER. Today’s we look at how to avoid the temptation to tell them all about the ways you can provide value and use good questioning to draw out the value from them. SO, you reached out to your customers and engaged them...
by Kristi Calver | Oct 1, 2022 | Blog Post
Today’s post is specifically about the value of Insight in building and maintaining relationships that are credible and trustworthy. There’s lots of great advice out there focusing on what salespeople should do to re-calibrate their approach to their customers in a...
