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Main Content
Top Sales Magazine first published in 2011 and we have endeavoured to continually not only maintain the high quality of the content but to improve, month on month. It is now the most popular and relevant sales magazine available, and each edition is jampacked with great articles, features and advice.
This Month …
Featured
As sales professionals, we all learn, sooner or later, that it’s our job to lead an intricate, customized dance with the buyer – a dance that produces revenue for us and solutions for the buyer. For that dance to conclude successfully, it helps to know the music. When we know the song we’re dancing to, we’re prepared for where the next phase of the dance is going.
An effective sales process – one that leverages our organization’s knowledge, expertise, and best practices and the requirements of the buyer – is like sheet music for that dance. We need that sheet music in front of us, because it’s the sales team’s responsibility to both lead this extraordinary ...
Editorial
In sales, effective communication is the key to unlocking success.
While the “Five Whys” technique is a valuable tool for problem-solving, when it comes to sales discovery interactions, employing a strategic blend of “What” and “How” questions can prove to be more impactful.
“What” questions serve as gateways to understanding customer needs and preferences. By asking questions like “What features are you looking for in a product?” or “What goals are you aiming to achieve?”, you can gain valuable insights into the customer's requirements.
This approach encourages customers to articulate their desires, helping salespersons ...
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