One of my friends was helping a salesperson to leave the legacy approach and adopt a modern sales methodology. At some point, my friend used the term B2B, and the salesperson asked what it meant. No one had ever explained it to him, so how could he know?
Discover why treating sales like a lottery is a flawed strategy and how adopting an intentional approach can transform your ...
We are consumed with efficiency. We want to produce more with less and less. As we try to keep pace with the rate of change ...
Discover why chasing higher activity in sales often misses the mark and learn the strategic approach that truly elevates ...
In a rapidly changing world, where B2B buying and selling grow more complex, only those salespeople who adapt by becoming ...
Every workplace has its set of problems and challenges, which can cause you to become negative about your work. Negativity ...
"In the high-stakes game of displacement sales, learn how to flip the board in your favor and make the competition ...
Sales leaders expect their sales force to carefully qualify prospective clients, as they don’t want them wasting time on ...
A few days ago, a sales humor profile showed a picture of a performer with a note saying the person was a sales trainer ...
We can divide salespeople into two types. The first type, and arguably the most common, is a salesperson who needs something ...
Several events and decisions have changed B2B sales in ways that harm sales organizations, salespeople, and their ...
One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs ...
On December 28, 2009, I decided I would write and post every day. In 2010, I went to Tibet, and I didn’t take a computer ...
While we have been distracted by technology, a pandemic, and the new business models sales organizations have adopted, every ...
Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.
One day, I was sitting on an airplane, waiting to take off. Before they closed the doors, a good friend called me to tell me ...
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 ...
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 ...