There is no such thing as demand generation. Unless you show up to work to find a long line of people outside the front door insisting that you sell them your product or service, there is no demand. But don’t worry, you need not create demand, as humans already have ...
You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause ...
Salespeople looking to succeed must go against the current fashions in B2B sales. For reasons that are difficult to ...
Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation ...
Politics can make people miserable, but you don’t need to allow that to happen. You don’t want politics to be your identity ...
According to the Sidran Institute, approximately 70 percent of U.S. adults have experienced a traumatic event at least once ...
Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several ...
There are a number of sales experts who believe that nothing has changed in B2B buying and B2B selling. It’s odd that people ...
This year, between 3.96 billion and 4.9 billion people use social media daily. The takeaway is that a large portion of the ...
One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. If ...
Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a ...
The way you lead affects your team. A negative leader will cause their team to be negative, while a positive, optimistic, ...
Every day on planet Earth, 4.7 billion people send 347 billion emails to others. This number is projected to grow to 361 ...
For as long as I have been writing here, I have written about the importance of mindset. Your mindset is critical, and ...
You’ve been working with your contact and their team for several weeks. Most of this time has been working on adjusting what ...
You cannot enforce accountability among your staff without reviewing the outcomes each member of your team self-reports. ...
One way to improve your sales approach is to treat the sales conversation as a collaboration. You and your contacts are both ...
Many problems that plague sales leaders and sales managers can be traced back to a lack of accountability. Because B2B sales ...
You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will ...
If you are a sales leader or sales manager, you struggle to get everything done. You want to work with your team, but you ...
One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, ...
