You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will verify that you can create value for them as they pursue a change to improve their results. Most salespeople do a surface-level discovery, as they have ...
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, ...
One way to prevent your clients from treating you as a commodity is to pursue a conversation that differs from your ...
If you are a sales leader or a sales manager, the most important initiative is, was, and always will be sales effectiveness. ...
My mother taught me to read when I was three years old. She told me she made me play school. This sparked my love of the ...
My second book is titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. I wanted to title it The Art ...
Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven ...
To make sense of B2B sales, we use concepts designed to make sense of selling and buying. These concepts are supposed to ...
Every sales leader or sales manager has a dominant style, the way they lead most of the time. Leaders are comfortable with ...
There are several things making it more challenging to acquire a first meeting, like the overwhelming volume of emails, ...
One mistake you can make as a sales leader or sales manager is believing that you don’t need to repeat yourself. Words came ...
You might believe you have ideas, but the reality is that ideas have you. This is the nature of memes, as Richard Dawkins ...
For as long as anyone can remember, salespeople open a first meeting with a ploy to create credibility. To execute this ...
There are two reasons you might need a transformation in sales. The first is that you are not meeting your sales goals. Even ...
Those of us who are Enneagram Eights tend to be negative and angry, but we also tend to get big things done—for better or ...
Whether you are a sales leader or a sales manager, you are responsible for the future, and you can’t create the future ...
A person with a title that gives them the authority to make a buying decision will receive dozens of emails, several ...
From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales ...
One office store used the “easy button” in their promotions. They even had easy buttons available for purchase in their ...
I created the Negativity Fast for myself because I was angry and wanted to feel better. Part of my negativity stemmed from ...
