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Praxis Growth Advisors, Inc. | Hanover, MA

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Not too long ago, most people believed in-person meetings were how important business was conducted regarding business-to-business sales. Face-to-face was the name of the game. And then what happened?

Are you looking to close big deals? In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.

Failure is how we learn and grow. It's how we move forward. People often confuse role failure with self-confidence, self- esteem, or self-concept. Failure to obtain a meeting or close a deal is simply role failure. It’s not who we are. We may fail within a role, but we are always perfect and complete as human beings. Embrace your failure.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Information is everywhere today so at what point do you decide it's time for action? How much preparation is too much, and can over-preparing hurt your sales production?

Sometimes, preparation can be a crutch and prevent you from action. For example, let’s think about cold calling for a second. You could spend hours searching Google, LinkedIn, company websites, and news outlets before picking up the phone and making your first cold call.

Today, September 22, we celebrate American Business Women’s Day, a day set aside to honor the accomplishments of business women across the nation. Here is a powerful true story from Lorraine Ferguson’s book The Unapologetic Saleswoman that illuminates: distinguishing role from identity.

Are you focused on Winning the Sale or just the WIN? 5 Tips to Focus on What's Important Now in your sales process!

Think for a second, is “no” really a bad thing? If a real and material problem does not exist and we help create one for the sake of a deal; will we have a good long-term profitable client? Probably not. What if we spend a long time ignoring obvious objections and issues only to discover they are material roadblocks to your sale? How many times have we wasted precious time and ample energy chasing something that we could have ended long before we invested our valuable time and energy trying to create an opportunity?

The DISC behavioral assessment helps us put together a thoughtful questioning strategy that can not only validate strengths and reveal weaknesses, but also identify a candidate’s level of self-awareness.

Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession.