Knowledge in practice.
Salesperson Interview Questions: 25 Questions and How to Assess the Answers
25 salesperson interview questions in five areas, with what a good and a weak answer look like. A ready-made list for interviewing a B2B sales candidate.
Sales Simulation in Recruitment: Scenario and Scorecard
How to run a sales simulation when hiring: a ready-made cold call scenario, a scorecard and common mistakes. Hiring salespeople starts with practice.
Sales Rep Job Interview: A Step-by-Step Guide
How to run a sales rep job interview: a one-hour plan, what to watch for, and how to score the candidate on evidence rather than first impressions.
How to Recruit Salespeople: The Process from Job Ad to the First 90 Days
How to recruit a salesperson step by step: profile, job ad, screening, interview, simulation, offer and 90-day onboarding. The full process.
B2B Salesperson Profile: How to Build One Before You Recruit
A B2B salesperson profile is the foundation of recruitment. How to define the role, competencies and anti-profile before posting the ad, and avoid a random hire.
How to Choose a Sales Training Company: 6 Questions to Ask Before You Sign
Most companies pick sales training from a slick presentation and a list of logos, then wonder why nothing changes. Six questions that separate real training from theatre.
Sales Recruitment: How to Spot a Good Salesperson
Hiring a salesperson after 500+ interviews: the interview questions, sales simulation and signals that show a candidate delivers results, not just interviews well.
You Lose the Sale in the First Two Minutes - and You Don't Even Notice
Most salespeople open a meeting with themselves and their product. That costs you the deal before the conversation has properly begun. Here's what I do instead.
'Too Expensive' Almost Never Means Too Expensive
When a customer says 'too expensive', most salespeople start cutting the price. It's the worst possible reaction. Here's how I handle the price objection.
The Demo You Run Too Early Costs You the Deal
Salespeople love showing the product. Too much. A demo run two minutes too early kills a sale more effectively than a bad price. Here is why.
Whoever Asks the Questions Leads the Conversation
Salespeople think the one who talks controls the conversation. It is exactly the opposite. The one who asks the questions is in control.
What I Learned Listening to Hundreds of My Salespeople's Calls
I have listened to hundreds of sales calls, my own and my teams'. The people who deliver results do a few things differently, and it is not what you think.
5 Cold Calling Mistakes That Kill Your Results
Most salespeople make the same cold calling mistakes. Here is how to eliminate them and start hearing 'yes' more often than 'no'.
How to Build a Pipeline That Actually Converts
It's not about the number of leads. It's about the right customers, at the right time, with the right message. Five steps to a pipeline that delivers.
Negotiating a Sales Job Offer: The Complete Guide
Most candidates leave money on the table. Learn how to negotiate your salary without fear, from someone who has sat on the other side of the table.