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Consultative selling
The Challenger Sale vs. Consultative Selling: 5 Things to Know About Challenger Selling and 5 Things to Do Instead
In 2011, the sales industry was introduced to a new approach that promised to revolutionize how salespeople close deals: The Challenger Sale. With its bold methodology, Challenger…
Consultative selling
Powerful Questions to Unearth Your Customer’s Needs
Understanding your customer’s needs is the key to success. But how do you discover what those needs are? The answer lies in asking the right questions.
Consultative selling
The Power of Consultative Selling
The future of sales is grounded in consultative selling – a strategy that is effective yet often misunderstood.
Consultative selling
Consultative Selling vs Value Based Selling
Is it time for value based selling to bow its head to consultative? For the third round of our sales strategy showdown we’re examining the merits of value based selling and how it…
Consultative selling
Consultative Selling vs The Challenger Method: Which is Better?
In 2011, a new piece of sales research took the sales industry by storm: The Challenger Sale. With it came a new sales method touted as the best way to sell in the modern age, but…
Consultative selling
The 7 Best Questions to Reveal your Client’s Needs
If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients and how to structure…
Sales process
How to Complete Your One Page Sales Plan (Without Overthinking It)
If you’re leading a sales team or running a business, you already know this: complexity kills execution. The best growth strategies aren’t the ones buried in a 40-slide deck…
Consultative selling
The Critical Role that Tough Questions play in Consultative Selling
Asking tough questions is consultative selling 101. But just how important are they? And is there a way to overcome a reluctance to ask them?
Sales management
3 Reasons Why Sales Targets Aren’t Being Achieved
There are many reasons why sales targets are not achieved, but it can be very frustrating as a business owner to have it happen time and time again. Any strategies around business…
Sales management
Assessing a Sales Mindset: The hidden weaknesses to watch out for
In sales, it really is mind over matter. No amount of skills training will overcome a poor selling psychology. In fact, at SalesStar we’ve found that 80 per cent of a…
Sales management
The Six Signs of Ineffective Sales Management
The consequences of ineffective sales management can be costly – and cause a ripple effect of inefficiency throughout your organisation.
Sales management
An Underperforming Sales Rep – How to Deal with One
An underperforming sales rep is probably one of the most difficult things a sales manager has to deal with.
Sales management
How to use a Sales Assessment for Accurate Pre-Hire Screening
Using the right assessments in the sales hiring process should always be non-negotiable, as it takes the guesswork out of an extremely important part of recruitment – finding the…
Sales management
Achieve Success with this Sales Target Formula
Having no future sales visibility is the number one challenge that CEOs face.
Consultative selling
The Selling Psychology behind Consultative Sales
Wondering why consultative selling is so effective? It comes down to science. Psychology actually. But why is understanding how the human brain works so important for sales…
Sales process
5 Game-Changing B2B Sales Trends for 2025: Is Your Strategy Ready?
As we hit 2025, the B2B sales landscape is on the brink of significant transformation, fueled by technological breakthroughs, evolving client expectations, and the unstoppable…
Sales process
How to Create your Positioning Statement and USP
Positioning statements are a short statement (typically 10 seconds or less) intended to capture the attention of potential customers and prompt further discussion.
Sales process
Want better Sales Skills? Stop these 10 Bad Sales Habits
Could these insane sales tactics be working against you? If you really want to know how to close a sale, put a stop to these ten bad sales habits:
Sales process
On-boarding a New Sales Rep? Here’s what the First 90 days should look like
So the new hire is on board – now what?
Sales process
5 Sales KPI Pitfalls to avoid at all Costs
Sales KPIs can make, or break, your sales results and here are five common mistakes when developing sales KPIs.
Sales process
Be like Henry Ford: Follow a Sales Process
“Do I really need a sales process?” We know that’s what you’re thinking, and we can understand your hesitation. Developing a sales process sounds suspiciously like creating more…
Sales process
Your 5-step guide to Developing an Effective Sales Process
The vast majority of businesses we come into contact with (around 90%) either do not have a sales process or erroneously believe that the process they do have is effective (when…
Sales management
How to Evaluate your Sales Team using Assessment Tools
Reviewing your sales team’s performance is a must, but how do you do it effectively to ensure you get the most accurate and applicable results? By making sure you use the right…
AI and sales
Why Technical Salespeople Struggle to Sell
By technical salespeople I am referring to Sales Engineers, Consultants, Professional Services, Medical Salespeople, Advisors and anyone that has spent years learning their…
Template
Interview Question Template
The questions to ask a sales candidate, and what a strong answer sounds like.
Template
The One Page Sales Plan
A blank A3 template: target market, growth intent and two-year sales goals on a single page.
eBook
Supercharge Your Sales Process
A five-step guide to building a sales process, and how one can increase revenue by 20%.
Playbook
The Ultimate Sales Strategy Playbook
Building a sales process focused on milestones, methodologies and the systems that make growth predictable.
On-demand webinar
The AI-Powered Sales Process: From Heroics to Predictable Revenue
Why revenue that rests on a founder or one star rep can't scale, why AI without a defined sales process just produces slop, and a live demo of Ask Penny turning a sales process into a discovery call playbook.
On-demand webinar
The AEC Firm Leader's Guide to Consistent Revenue
How architecture, engineering and construction firms get off the revenue roller coaster: a strategic sales plan, a documented business development process, and messaging that earns the meeting.
On-demand webinar
CEO's Guide to Building a High Performance Sales Culture
Why two companies selling nearly identical products get dramatically different results: an intentionally designed sales culture, built on clear accountability, real coaching and intentional recruiting.
On-demand webinar
CEO's Guide to Building High Performance
Inconsistent forecasts, eroding margins and high turnover are symptoms. This session traces them back to the leadership systems behind them: accountability, coaching and a hiring process built for fit.
On-demand webinar
The AI Revenue Engine
If AI saves you five hours a week and revenue is not growing, what good is it? Two SalesStar coaches show how a plan, a process and practice turn AI into revenue, with live demos of Ask Penny and SARA.
On-demand webinar
The CEO's Guide to Building a High-Performance Sales Culture
What elite college football programs and high-performing sales teams have in common: coaching, accountability and recruiting. Two SalesStar coaches show CEOs how to build all three, with client results to match.
On-demand webinar
From Rainmaker to Firm Builder: How to Design a Firm That Runs Without You
For architecture firm owners who are still the firm's main source of new work: the three gaps behind inconsistent revenue, and how to move from rainmaker to the designer of a business development system your team can run.
On-demand webinar
CEO's Guide to Building a Predictable & Profitable Sales Machine
Founding CEO Paul O'Donohue and Alex Chan on growing market share in a tough economy: a sharper ideal customer profile, messaging that sells the problem, and a milestone sales process the whole team follows.
On-demand webinar
A CEO's Guide to Building a High-Performance Sales Culture
David Mullins and Frank Niekamp use Nick Saban and Curt Cignetti to show the three competencies behind every elite sales culture, coaching, accountability and recruiting, and how few sales managers have all three.
On-demand webinar
From Rainmaker to Reliable System
How architecture firm owners get past the plateau by moving business development out of the founder's hands and into the firm: defined work acquisition roles, a structured pursuit process and leadership leverage.
On-demand webinar
Built to Scale or Built to Struggle?
Why companies with amazing products and good people still stall, the three gaps that stop a business scaling, and the nine structural drivers that make results measurable, predictable and scalable.
On-demand webinar
Q1 Is Already Slipping. Here's How to Fix It
Frank Niekamp and David Mullins on regaining control early in the year: why activity is not progress, how to qualify before you quote, and the weekly one-on-one rhythm that moves deals through the pipeline.
On-demand webinar
From Rainmakers to Reliable Growth
How architecture firms move from depending on one or two rainmakers to a documented business development system: revenue is vanity, profit is sanity, and time is king.
On-demand webinar
Equip Your Sales Leaders With a System That Delivers 30-50% Growth
Why so many busy sales teams fail to deliver, and the three things that give sales leaders a system to change it: a message built around the client's problem, a process that does not skip discovery, and one-on-ones that build capability.
On-demand webinar
Designing Your Firm's Future: From Profitable Today to Legacy Tomorrow
Why small and mid-sized architecture firms plateau when the founder does all the selling, and the three steps that turn reactive pursuits into predictable revenue: a sales analysis, a strategic sales plan and a written sales process.
On-demand webinar
A CEO's Guide to Building a High-Performance Sales Culture
Part one of a CEO master class: why inconsistent revenue usually traces back to culture, and how structure, clarity and accountability turn good people into a consistently productive, loyal sales team.
On-demand webinar
Hire Smarter: The Science of Sales Hiring
Most companies revamp their sales plan every year and leave their hiring process untouched. How to take sales hiring from gut feel and a coin toss to a predictive, objective process that finds top performers.
On-demand webinar
The Loyalty Advantage: Thinking Like a Customer to Drive Growth and Retention
Hosted by WISE for the store brands industry: how thinking like a customer drives growth and retention, with the six steps to customer loyalty, the keys to exceptional service, and the multi-locking strategy that locks out competitors.
Live webinar
Why Good Firms Lose Good Projects
Most firms don't lose pursuits on design. They lose them months before the RFP lands. A live 60-minute session for architecture, engineering and construction firm leaders.
On-demand webinar
Build a Bulletproof Strategic Sales Plan
A panel on why more opportunities will not fix a falling win rate: a one-page sales plan, a sharply defined ideal customer profile, and strategic messaging your whole team says the same way.
On-demand webinar
Unlock High Value Projects Without Unnecessary Cost
How architecture, engineering and construction firms win more high value projects without burning money on pursuits: get in before the RFP, choose clients for profit, price on priorities, and use consultants strategically.
On-demand webinar
Would You Hire You? Developing a Client-Centric Practice Built on Trust
Why architecture and interior design firms lose pursuits they should win, and how shifting from talking about yourself to understanding the client builds trust at the moments that decide the project.
On-demand webinar
6 Levers for Rapid Growth: Part 1 (USA)
The first three levers behind rapid sales growth, from a US panel: choosing a platform your team will actually use, cleaning out the pipeline until it tells the truth, and squeezing it for a fast revenue push.
On-demand webinar
6 Levers for Rapid Growth: Part 1 (ANZ)
After a year of indecision and constipated pipelines, an ANZ panel unpacks the first three levers of rapid growth: the right platform, a pipeline cleaned until it tells the truth, and a weekly squeeze.
On-demand webinar
6 Levers for Rapid Growth: Part 2 (USA)
The last three levers of rapid growth, from a US panel: balancing the pipeline to end feast or famine, locking in leading KPIs you can reverse engineer, and the three leadership cadences that drive it all.
On-demand webinar
6 Levers for Rapid Growth: Part 2
Alex Chan, Paul Dunphy and Steve Hughson on the last three levers for fast sales growth: balancing the pipeline, KPIs built on leading activity, and the weekly cadences that make sales managers hold their people to account.
eBook
CEO's Guide to Sticky Sales Training
Six research-backed strategies for turning sales training into results that last.
eBook
CEO's Guide to Strategically Scaling Sales
The nine steps of the Strategic Sales System, from analysing your sales to coaching for performance.
eBook
Leading Your Sales Team to Success
Hiring sales reps who perform, and leading the team you end up with.
Guide
The CEO's Guide to Sales Team Alignment
The real issue isn't effort, it's alignment: five problems CEOs describe, and eight actions to take now.
eBook
The six-step formula for sales success
Transforming sales teams through strategy, structure and execution, in six steps.
eBook
Sales Performance Review
Why guessing does not work, and the science behind evaluating a sales team for increased profitability.
eBook
Consultative Selling
The power of a consultative sales strategy, and how it differs from Challenger, solution and value-based selling.
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