Embarking on a training program is a bit like planting a seed – it can grow into something...
How to Make Training “Stick” – From Instruction to Internalization
read more
Message from the Mentor
Investing in the Relationship
In the spirit of Valentine’s Day, we are all looking at the relationships that are near and dear...
Mastering the Art of High-Impact Selling: Beyond Features to Customer Outcomes
As a sales professional, understanding and effectively communicating the benefits of your solution...
The Winning Traits of Top Sales Professionals
Becoming a top sales professional is as much about personal growth as it is about sales tactics....
Elevating Customer Relationships: The Power of the JADIK Matrix
The JADIK Matrix is a visual representation of the customer relationship journey that helps sales professionals understand and master the art of balancing relationship-building with strategic business outcomes.
The Top 10 Blogs of 2023
In the spirit of reflection and celebration, we are excited to share our Top 10 Message from the Mentor Blog Posts of 2023 – a collection of thoughts, ideas, and insights that have resonated most with our blog community.
How to Maximize Training Effectiveness – What to Do Before and After Your Training Program
Let’s consider the significance of continuous training and certification in professions like medicine, law, engineering, and many other careers – it’s universally acknowledged. I truly believe this same dedication to growth, development, and training should be true for all professionals, especially in sales.
Bonding BEFORE Responding
Fresh out of my Carew training and waiting for my wings to dry, I realized just how powerful building relationships can be! Listening to your customer’s needs, acknowledging their requests, asking questions to understand their Gaps, and THEN giving a solution that will truly help them – bonding before responding!
Sealing the Deal – Strategies for the Perfect Close
Closing a sales deal is often seen as the grand finale, the drumroll moment that either validates your exploratory and presentation process efforts or sends you back to the drawing board. But what if I told you that closing is less about that final “yes” and more about the steps that lead up to it?
Master Strategic Selling Plans for Sales Success
A Strategic Selling Plan is a disciplined system of selling that takes into account all of the dynamics in the total customer-sales professional relationship. Strategic planning includes WHAT we want to do – our Objective, HOW we’re going to do it – our Strategy and the tactical elements – Action Steps.