'Tis the Season to Build Relationships with Customers
By | December 7, 2017

‘Tis the Season…to Strengthen Customer Relationships

It’s the happiest season of all! December marks a unique period in the business world. As the holiday season ramps […]


Relationship Building
Looking in rearview mirror for future sales success
By | November 2, 2017

Look in the Rearview Mirror to Better Understand Your Target Customer

As sales professionals, we like to think we have a pretty good handle on our target market. Chances are your […]


Sales Planning
Planting Seeds for Future Sales Success
By | September 28, 2017

Never Miss an Opportunity to Plant Seeds for Future Sales Success

We often talk about the importance of building relationships for sales effectiveness. But what about the relationships we already enjoy […]


Prospecting, Relationship Building
Exploring with Customer for Sales Success
By | August 17, 2017

Three Benefits of Exploring for Sales Success

“If You Want To Be Interesting, Be Interested.” – David Olgilvy In pursuit of sales excellence, we often talk about […]


Exploratory Process, Relationship Building
Stop Pitching to Start Selling for Sales Success
By | July 20, 2017

Stop “Pitching” to Start Selling

Sales professionals and customers alike would be well served if we could remove the term “sales pitch” from our vocabulary […]


Diagnosing Customer Needs, Exploratory Process
Personal Branding for Sales Professionals
By | June 15, 2017

What is Your Brand as a Sales Professional?

What comes to mind when you think about “branding?” Probably corporate logos, colors and visual representation. But branding isn’t just […]


Social Selling
How to Reach Leads for Sales
By | May 7, 2017

Improve Your Odds of Reaching Leads

Nowhere is efficiency more important than in our lead engagement activities. Over the next couple of weeks, Message from the […]


Prospecting, Sales Training
Understanding Customer's Needs for Sales
By | March 31, 2017

Key Insights to Ensure Customers’ Success – and Your Own

How frustrating it is when we think we are aligned to close the sale or for successful implementation of our […]


Sales Training
Dimensional Questions DPS Sales Training
By | February 23, 2017

The Exploratory Process: The “When” and “Why” of Dimensional Questions

The fourth type of Exploratory question that can be utilized to uncover the customer’s gap and position ourselves for a […]


Communication Skills, Sales Training
Strategic Account Plan
By | January 27, 2017

Preferred Position’s Role in the Strategic Account Plan

Selling is a journey, and the destination of all sales activities should be to reach Preferred Position with our customers. […]


Relationship Building
Lost Sales Deal
By | December 8, 2016

What to Do When You Lose the Sale

There is nothing more heart breaking in professional sales than losing the deal at the end of a long sales […]


Sales Training
Easel Board with Yes, No, Maybe Purchase Decision
By | November 3, 2016

Tips for Getting Prospects to Buy Faster

In a recent online article for HubSpot, 5 Powerful Ways to Get Prospects to Buy Faster, author Aja Frost shares […]


Sales Training
Carew International's Position Progression Model for Sales Excellence
By | August 18, 2016

Primary Contact or Strategic Partner?

As sales professionals, we have a “primary contact” at every account, but if we strive to attain Preferred Position with […]


Relationship Building
By | July 7, 2016

Minimize Customer’s Risk in Buying from You

Every business decision, including every purchase, comes with some level of risk. As sales professionals, we will cultivate more sales […]


Relationship Building
Salesman at starting line
By | June 2, 2016

Top 5 Sales Tips for New Sales Professionals

It’s a challenge for inexperienced sales professionals to set themselves up to do their best from the outset and ensure […]


Sales Training
 
 

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