Every person has an IQ, your intelligence quotient, which is misunderstood by many. We also all have an emotional intelligence (EQ), which is how aware we are of our emotional states and those of others. People interested in integral theory might measure their moral ...
Your team isn’t doing the work they need to succeed in sales. You hired people who have experience in B2B sales, and you ...
Every year, usually at the sales kickoff meeting, a sales organization will provide training. If they provided negotiation ...
Some time ago, we commoditized discovery. Each salesperson would talk about their company, their clients, and their ...
We see data that suggests salespeople believe they can’t reach their quota as soon as they find out what it is. A recent ...
There are several reasons one might fall behind the changes in B2B buying and B2B selling. Just like our clients fall ...
B2B sales has always evolved to address the needs of buyers and decision makers. When the external environment is stable, ...
At a recent conference, one group shared that buyers start their buyer’s journey on the seller’s website. I’ve also heard ...
Every leader wants control of their team. They want them to do the right thing, in the right way, at the right time. Many ...
The idea of a battle card is to provide a salesperson with information that might help them beat a rival for a prospective ...
In the past few days, several people have shared content touting the idea that technology can improve sales results. A ...
Your prospective client is trying to understand their problem and what they need to change to reach their desired outcomes. ...
This post will explain what you need to know about the One-Up Book Club. It will summarize why it’s necessary, how it will ...
You can lose an opportunity before you create it. There are several mistakes that can end your chance of winning your ...
You and I live in a time where the rate of change is accelerating, and this has generated stress and anxiety among many ...
Few people would argue that cold outreach is unnecessary, but there was a time when a lot of people insisted that it was ...
Several companies with revenues measured in billions confessed that the size of their company makes it easy for their ...
This post offers no explanation as to why I believe sales is broken, so if you want to understand, I recommend you read ...
So many of us try to cheat nature. Instead of doing the right thing, in the right way, at the right time, we look for ...
I received a LinkedIn message from a supposed salesperson who suggested he wanted to introduce me to a prospect. I accepted ...
The promise of the linear sales process was that every salesperson could follow it to win enough deals to hit their targets. ...
