In Antifragile: Things That Gain From Disorder, author Nassim Nicholas Taleb explains that humans are not very good at making predictions. Instead of trying to guess about the future, a better and more effective strategy is to determine if something is fragile. Sales ...
Discover why declaring traditional sales tactics dead might be premature in the evolving landscape of post-pandemic business ...
The Beginnings of a Sales Career: Learning Through Cold Calls I started selling when I was 15. I made cold calls for a ...
Most people have more contacts and fewer friends. We know more people without knowing anything beyond what we see on social ...
If you want to achieve personal growth and success, you will have to leave certain things behind. You may be carrying ...
Discover the transformative power of shared learning in sales through an innovative book club.
Every company must have a model they believe allows them to win clients. Once they decide how they are going to market ...
By now, you might have noticed that something has changed in B2B sales. If you are not already aware of the changes in our ...
"No one wants your drill." Harsh, but it was the honest feedback I gave a cold caller. Here's the shift B2B sales needs to ...
Discover how the B2B sales landscape has evolved and why businesses must adapt to these changes to thrive. From building ...
Try as you may, you will never be able to manage time. No matter what you do, or what you fail to do, time ticks on with no ...
We spend a lot of our time trying to find an easier way to do things, but there are certain things that are not subject to ...
Much of what you read here involves sales strategies designed to help you win your dream clients. These strategies are also ...
There is a certain type of person we can call a non-believer. This person is something more than skeptical, bordering on ...
Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that older approaches were ...
There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of ...
We are pro-salesperson. We want you to succeed in B2B sales, which requires you to have a high sales status in your client’s ...
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t ...
One of the differences between the legacy and modern approaches to sales is the type of information they utilize, as well as ...
Navigating the world of strategic selling comes with its unique set of challenges. For those dedicated to mastering ...
One client answered the call on speakerphone. He wanted to give me the experience he had every day. I wasn’t prepared to ...