There is an old fable by Aesop about the ant and the grasshopper. The ant is industrious, diligently working through the summer and preparing for winter. The grasshopper is playing, avoiding work. Aesop's lesson is that those who don't do the right thing, in the right way, ...
There are two major types of selling. The first type is transactional and the second is complex. The difference between them ...
“If you don’t know your numbers, you don’t know your business.”
Your only vehicle for creating and winning deals is the sales conversation, which comprises several sales calls. The better ...
There are many problems plaguing B2B sales organizations, but the one that garners the most attention relates to how buyers ...
Every sales organization needs to determine how they interact with decision-makers. How the sales force sells determines the ...
Sales reps normally start their sales discovery process by building rapport, working to make some connection with a decision ...
Fifty-seven percent of B2B executives prefer to be contacted by phone
If ever there was a time to train salespeople, that time is now. The sales model we describe as the legacy approach repels ...
A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and ...
All sales organizations are pursuing their sales goals during a difficult time, as buyers expect more from their providers. ...
Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, ...
There are some sales organizations that sell to companies that are seeking to change providers. In these cases, the B2B ...
No respectable contractor would start construction on a building without first having a blueprint. Your sales leadership ...
B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically ...
To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over ...
There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more, something most ...
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes, a book by Roger ...
If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.
One element of sales performance management is conducting a sales performance review of each salesperson on your team. There ...
One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job ...
