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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

Invoke Fear, Radiate Authority, Honesty and Consistency. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.

Emotional intelligence is a skill that’s incredibly beneficial when it comes to sales and business – but its use goes far beyond closing a deal or getting a promotion. EI can help you in virtually any professional or personal activity. Emotional intelligence can be learned – and it really is the key to success!

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.

Rapport is the deepest level of relationship between two individuals that involves sharing common ground, and is established when harmony and accord have been reached between both parties.

The primary reason that salespeople fail is because they aren’t really salespeople. Here are five telltale signs that indicate that a person is really an order-taker and not a salesperson.

Here are the top 5 articles on Head Of Sales for 2020 based on website page views which are generated from the email newsletter, social media and search engines.

Your first conversation is a make-or-break situation. If you do well, you’re given an opportunity to advance the buying process. Here are 5 critical steps to master sales meetings.

GenAI technologies will affect a quarter of all occupations today, rising to 44% within three years.