Sales Skills & Tactics
Sales Skills & Tactics is all about tactical, “how-to” advice for front-line sales professionals. It breaks down the core components of the sales process into actionable skills, covering everything from prospecting and discovery to negotiation, champion validation, and closing. While Sales Methodologies covers the overarching framework, this category zooms in on the specific skills needed to execute that framework effectively.
LinkedIn Cold Message Template: Structure and Follow-Up
Build a LinkedIn cold message around a relevant reason to contact someone, a clear offer and a small next step. Plan follow-up without repeating…
Sales Skills for B2B Customer Conversations
Develop sales skills for discovery, explaining value, handling concerns and following up. Apply them to the decisions your B2B buyers need to make.
Follow-Up Email After a Quotation: What to Say
Write a useful follow-up email after a quotation. Agree timing with the buyer, address open questions and make the next step clear.
Sales Presentation Techniques for B2B Buyers
Use sales presentation techniques that help buyers assess your offer. Prepare relevant evidence, demonstrate the product and invite questions.
Psychology of Selling Books: Ideas for B2B Sales
Choose books on selling psychology by the skill you want to develop. Check the evidence behind an idea, consider its limits and turn reading…
Marketing Pitch Examples for B2B Conversations
Compare B2B marketing pitch formats, from a problem-and-solution opening to a business case. Adapt the message to the buyer and prepare for their questions.
Cold Call Script: Opening, Questions and Next Steps
Structure a B2B cold call with a relevant opening, room to listen and a clear next step. Use practice calls to improve the script…
Sales Call Pitch: Prepare a Useful Conversation
Prepare a sales call pitch around the customer's situation. Research the account, ask questions, explain the offer and agree a suitable next action.
Cold Email Script: Structure and Follow-Up
Write a cold email with a relevant opening, a specific reason to talk and a manageable next step. Review follow-up timing and common outreach…
Cold Call Questions for Discovery and Objections
Use cold call questions to understand the prospect’s situation and clarify objections. Listen before deciding whether another meeting makes sense.
Cold Calls in Sales: Research, Questions and Follow-Up
Prepare sales cold calls with account research, relevant questions and a clear purpose. Practise listening and decide when a follow-up is appropriate.
Sales Pain Points: Finding and Testing Customer Needs
Identify customer pain points through research, questions and feedback. Test the impact with the customer before building a proposal around the problem.
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