Selling effectively in business-to-business sales requires that you possess leadership skills. Much of the results you help your clients to produce will come through leading a team of people, people from your company and from your client’s company. As a salesperson, you are … [Read more...]

There are lots of reasons salespeople suffer from call reluctance. Sometimes they are responsible for their call reluctance and, as much we don’t like to admit it, sometimes their sales management is responsible. There is one absolute surefire way to breakthrough your call … [Read more...]

Here is most of the text from and an email to The Sales Blog Mailbag: “I see it day in and day out where clients don’t stick to deadlines in returning information and aren’t punctual to meetings. Or, maybe I am just meeting the wrong people. The only prompt responses are … [Read more...]

It’s easy to make sales calls with little or no sales call preparation. You’ve made lots of calls and you have a pretty good repertoire when it comes to questions and value creation. You know your desired outcomes and you know the client’s. I could still make a damn strong … [Read more...]

Yesterday I wrote about how to talk to C-level executives. It starts and ends with business acumen, of course. And there is lots you can and should be doing to improve your business acumen. But with that said, you won’t always know and understand your dream client’s … [Read more...]

I receive a lot of email, but more and more I am getting direct requests to write about some issue or problem that a salesperson is struggling to overcome. I don’t often take requests, but when something strikes me as interesting enough to answer and might also benefit others, … [Read more...]

Salespeople need to have some planned dialogue for the common objections they face, especially when prospecting and scheduling appointments. It's important that the dialogue make sense to the person to whom they are speaking. But that is not the most important part of overcoming … [Read more...]

In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. It's a pretty simple code to crack; the good guys are the ones in white hats. It's important to remember how this code works when you talk about your company and your … [Read more...]

As a business leader, you want to spend time communicating with your people. You don’t often get enough time to share your message, and you almost never get enough time to listen to the people who are on the front line serving your clients. By all means, share your message! … [Read more...]

It’s not what you think. It’s not defying conventional wisdom or coming up with a new and revolutionary approach. This is a different metaphorical box. It’s the one that others would lock you in. Pigeon Holed You We like to categorize and name things as a way to … [Read more...]