After four years of pursuing this client, I finally got a leader to take my call. I asked him why we had never had a chance to meet with them. He asked me what our markup was, and I said it was 40 percent. He said the markup had to have a 3 before the rest of the markup. I ...
When we say creating value, we mean that our conversations are valuable to our contacts, stakeholders, or our champions. For ...
Your buyers and mine want to buy.
I didn't spend a lot of time in high school. Most days found me walking miles to the banquet restaurant where I washed ...
A sales maturity model is a structured approach that helps sales organizations grow revenue by moving clients through ...
This strategy is for you if your clients argue with you about your pricing. When I was selling light industrial staffing, my ...
A Proven Sales Strategy for Price-Sensitive Buyers Clients argue about pricing because they compare numbers instead of ...
We have to go back in time to explain how I created this most important strategy. When I started selling, there was no ...
You have to remember that your client is also engaging with your competitors. Maybe one who provides the client a price that ...
You might think that you and others are distracted by your screens, but that is not quite correct. Distraction is not the ...
Most problems in business are not what you believe they might be. It's not your clients, or your employees, or a competitor ...
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 ...
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 ...
