I am going back to writing daily for The Sales Blog, as this was how I got my start writing. I have missed sitting down to write daily. Some of the time, it is easy to write when I am writing a polemic, a piece of writing to express a critical idea or something ...
I never make a New Year's resolution on December 31st, as the data suggests that only a tiny percentage of people are able ...
When companies replace people with machines, the customer experience usually breaks first.
Not every salesperson who looks busy is truly effective—understanding the difference can make or break your sales results.
B2B sales leaders think speed equals success, but the truth is rushing deals destroys trust and reduces win rates.
I will confess that I have done Workshops and/or Keynote-style training, even though these can provide some small amount of ...
Yesterday, we looked at the hidden cost of low win rates: lost revenue, higher customer acquisition cost (CAC), wasted sales ...
Research shows average sales win rates hover around 21%, meaning nearly four out of five opportunities are lost. In ...
HubSpot’s data suggests that win rates average a weak 21%. If you do the math, you’ll find that 79% of a salesperson’s ...
In today's competitive B2B landscape, companies are continuously looking for ways to drive growth, accelerate their sales ...
In today’s crowded and hyper-competitive sales environment, standing out can seem like a daunting challenge. Every seller is ...
1. Be the Value Creator, Not a Vendor In Eat their Lunch, you will find that you are the value. Your conversation is ...
The Problem with Traditional Sales Titles Many professionals go by titles like BDR, SDR, Account Manager, or Sales Rep. ...
A few days ago, I wrote about the three Sales Eras I have sold into. The first era’s conversation was about answering the ...
I joined my family’s staffing firm when I was seventeen, and since then, I’ve witnessed a complete transformation in B2B ...
Strategy without tactics is like a blueprint with no builders—useless, no matter how brilliant it looks on paper.
If your sales strategy still relies on pressure and pitches, you're losing clients before the real conversation begins.
If you want more clients, stop pitching and start having strategic sales conversations—they’re the key to lasting business ...
If you treat your prospect’s concern like an objection, you may lose the deal before you've earned the right to win it.
AI can mimic voices, take orders, and even argue it's human—but it still can't build trust the way a real person can.
Even the most innovative product or service will one day become a commodity—but the salesperson doesn't have to.
