All salespeople want to be consultative—their clients’ trusted advisor—but most are wholly unprepared to take on that role. Most sales approaches, both modern and legacy, are missing a number of important elements that are necessary to being a consultative salesperson.
You have asked your prospective client for a first meeting and they have agreed to give you their time. This means you have ...
There is nothing more important for a salesperson than sales effectiveness. If you want to measure your sales effectiveness, ...
There are several variables that impact your win rates, and all of them are important to buyers. The best way to evaluate ...
The cult of sales efficiency worships at the altar of more, faster, and automation—the Gods they worship. They believe that ...
In two interactions in the past week, I listened to two salespeople who believed they were using their value proposition to ...
It isn’t easy to change how your sales force sells. When your sales force has sold using one methodology the approach is ...
There are many forces and factors that prevent net new revenue growth. In this 2-part series we’ll offer ideas about what ...
There are many forces and factors that prevent net new revenue growth. Some are external forces or factors, and others are ...
If you are a sales leader or a sales manager, you may not know how your sales force prospects. Then again, you may know, and ...
This is not your mother or father’s sales environment. Selling is much more difficult than in the past, and it isn’t likely ...
For as long as anyone can remember, sales leaders have searched for a way to consistently win new deals. To even out the ...
You don’t need more technology to improve your sales results. The only things you need are a CRM, a source of data, a ...
B2B sales has never been easy, but it seems to be getting more difficult as a confluence of forces change B2B sales. We ...
As a new sales rep, you might want to sell a product that is unique and special. You might believe it would be even better ...
It isn’t difficult to acquire a strategic advantage in sales. Yet, most people refuse to take the single action that tens of ...
It isn’t easy to lead a sales force in the best of times, and it is more difficult in a recessionary environment. As a sales ...
If you spend any time on LinkedIn, you find a lot of content about ChatGPT and other tools built on large language models. ...
A few minutes after ChatGPT was released, the techno brutes immediately found the value of using a robot to write cold ...
One mistake salespeople make in discovery is asking questions they should have answered through their research. These ...
Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before ...
