momentum Archives

Prospecting does not become consistent because sellers understand the right ideas. It becomes consistent when those ideas are built into

A lot of salespeople struggle with how to run a sales meeting because they assume they have only two choices.

Many salespeople leave a meeting feeling good because they identified a problem. The buyer acknowledged frustration. They admitted something is

Most sales meetings end with next steps. Far fewer end with strong next steps. A seller leaves the conversation saying,

Few phrases sound more encouraging in sales than, “Just send me a proposal.” It sounds concrete and productive. It sounds

Running a sales meeting is one of the most important parts of the sales process. It is also one of

Deals Don’t Stall Because of Selling Problems Most sales teams assume that when a deal slows down, something went wrong

Sales follow up is supposed to keep deals moving. After a good meeting, there’s usually a clear next step: send

Most of the buyer decision process doesn’t happen in meetings. Meetings are where ideas are introduced, discussed, and clarified. They

Sales teams often treat the proposal like a milestone in the sales process. It’s the point where everything seems to