Sales Readiness Archives

Are Your Sales Reps Presentation-Ready?

by David Mears

While customer-driven dialogue should be the goal of every sales meeting, make no mistake: there are key “moments of presentation” during these conversations that can determine your success or failure. The best sales people know when they need to shift gears and jump into presentation mode, and they do it well because it's a skill they've practiced.

by David Mears

Conversation Skills, In-Person Presentations, Presentation Skills, Presenting to Executives, Sales Readiness, Selling Skills

Sales Leaders: What is Costing You?

by Brad Holst

Search the internet for pipeline mortality and you’ll only get a handful of hits and not one of them will have anything to do with the sales process. But my colleague David Mears, Mandel’s Chief Sales Officer, loves to use this term. The meaning is fairly obvious – it describes the potential deals put into the sales pipeline that never close, either lost to competitors or inaction. And David believes that many sales leaders are willing to accept pipeline mortality rates that are needlessly high and costly.

by Brad Holst

Sales Readiness, Selling Skills

6 Essential Sales Communication Skills

by Greg Madsen

Help your sales professionals master these six Moment of Truth Readiness Communication Skills needed to ensure that they're game-time ready and prepared for any interaction—virtual or face-to-face—with today’s buyers.

by Greg Madsen

Sales Readiness, Selling Skills

What Successful Sales Conversations Have in Common

by Greg Madsen

For an interaction with a customer to be productive, three things must happen: (1) Customers must understand what you’re saying. (2) Customers must see the value in what you’re offering to them. (3) Customers must trust you, the person in the room speaking directly to them. Ensuring these three things happen takes more effort than you might expect—but the payoff is worth it.

by Greg Madsen

Sales Readiness, Selling Skills

9 Sales Questions to Help You Close Deals Faster

by Steve Mandel

On any sales call, your goal is to get as much valuable information as you can from the client—information that can help you recommend a relevant solution or service, build trust, and close the sale more quickly. Here are 9 questions to help you gain the insight and info you need to build better relationships with clients and close deals faster.

by Steve Mandel

Conversation Skills, Sales Readiness, Selling Skills

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Mandel Concepts