Several companies with revenues measured in billions confessed that the size of their company makes it easy for their salespeople to acquire a first meeting, however, many of them cannot get a second meeting.
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. ...
One salesperson wins a client’s business. All the other salespeople competing for the client lose the opportunity. In a ...
There are many things you can do to improve your sales results, and nearly all of them conflict with the current fads and ...
In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One ...
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 ...
