In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One proudly declared that her clients love their virtual meetings. Another suggested their clients prefer emails. My own experience doesn’t reflect these ...
Most people in sales would agree that discovery in B2B sales is the top critical factor in your success. When you look at ...
If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a ...
If you were my salesperson, I would tell you to start your week on Sunday by planning your schedule for the upcoming work ...
There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of ...
There are two ways you might sell. The first uses a transactional sales approach in which the sales rep takes an order. ...
Every sales leader wants greater revenue, which is the primary strategic outcome for which they are responsible. However, ...
The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should ...
A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face ...
After you have made hundreds or thousands of sales calls, you can become so comfortable that you stop preparing for a sales ...
You are responsible for what kind of salesperson you are going to be now and in the future. I am going to try to convince ...
In the past, a salesperson would aspire to become their client’s trusted advisor. They wanted to be the person their client ...
Yesterday, an entrepreneur engaged with a post about what buyers need from you. His platform allows sales organizations to ...
In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, readers will find a ...
You have been taught, trained, and told stories in sales. These stories may include your company’s history, starting from ...
B2B sales continues to regress as many leaders value efficiency above all else. For these leaders, they believe that they ...
For as long as anyone can remember, sales leaders have sought a way to ensure their team wins deals. They spent a lot of ...
Mark Twain once said that someone who doesn’t read is no better off than someone who can’t read. Yet, here we are in the ...
After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you ...
Many salespeople want to act strategically but choose transactional communication mediums. You may believe no one wants to ...
Occasionally, I am challenged on my belief that sales has evolved—and it continues to. I often hear something like, “The old ...
