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How to use the past (and future) to close more deals
qualifying

How to use the past (and future) to close more deals

Great salespeople take their prospects on a journey through time. They don’t just focus on the present—they focus on the past and future, too.
Steli Efti
3 min read
42 B2B qualifying questions to ask sales prospects
sales

42 B2B qualifying questions to ask sales prospects

Everything you need to know about qualifying can be summarized with two questions: Can I help them? And can they help me? This is what we call selfless and selfish qualification. If you can say yes to both questions, you’ll never close a bad deal again.
Crystal Williams
13 min read
10 prospects that are wasting your time and how to spot them
sales

10 prospects that are wasting your time and how to spot them

Is this person going to buy? When you’re on the phone with a prospect, that’s the single most crucial question that needs answering.
Steli Efti
6 min read
The Back to the Future sales hack
qualifying

The Back to the Future sales hack

Great sales people take their buyers on a journey through time. Today, I'll share some simple questions with you that you can use to gain a deeper understanding of your prospective customers. I promise you that this 'rhetorical time traveling' will help you to close more deals.
Steli Efti
3 min read
Buyer refuses to answer your questions? Do this!
pitching

Buyer refuses to answer your questions? Do this!

I recently got an email from Vivek, one of my blog readers, who had to pitch to a massive car company. It was a high-pressure sales situation for Vivek. The stakes were high as a lot depended on this deal and he had just one shot.
Steli Efti
5 min read