Sales Process

In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Duane explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30.

This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second Commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve.

There are four predictable steps that impact all major purchase decisions. Do you know what they are?

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

It is far easier to sell at your listed price than most salespeople realize – even during a time of economic uncertainty. Here are three steps you can take today that will make selling without discounting second nature, no matter what else is going on in your market.

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.

Kyle Jepson and Mike Montague, instructors in this course talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.

How many times have you thought a sale was closed only to have the prospect call you, or leave you a voicemail, text, or email message, cancelling or delaying the order? All that hard work … and at the eleventh hour the prospect backs out of the deal. Another commission killed by buyer’s remorse!