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How to Avoid P2B Sales

How to Avoid P2B Sales

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?

Debunking the Myth-Sales Success Is Not a Game of Chance

Discover why treating sales like a lottery is a flawed strategy and how adopting an intentional approach can transform your ...

To Hell with Efficiency

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 ...

Redefining the Sales Numbers Game: Why More Isn't Always Better for Sales Managers

Discover why chasing higher activity in sales often misses the mark and learn the strategic approach that truly elevates ...

Navigating the Future of B2B Sales-Evolve or Get Left Behind

In a rapidly changing world, where B2B buying and selling grow more complex, only those salespeople who adapt by becoming ...
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How to Stay Positive at Work

Every workplace has its set of problems and challenges, which can cause you to become negative about your work. Negativity ...

Conquer and Command-Mastering the Art of the Displacement Sale

"In the high-stakes game of displacement sales, learn how to flip the board in your favor and make the competition ...

Cleaning Up Your Pipeline Junk Drawer

Sales leaders expect their sales force to carefully qualify prospective clients, as they don’t want them wasting time on ...

What Kind of Client Relationship?

A few days ago, a sales humor profile showed a picture of a performer with a note saying the person was a sales trainer ...
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Effortless Selling

We can divide salespeople into two types. The first type, and arguably the most common, is a salesperson who needs something ...

The New Advantage In B2B Sales

Several events and decisions have changed B2B sales in ways that harm sales organizations, salespeople, and their ...

The Value of Context Locking

One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs ...

On Writing Daily

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 ...
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The Imperative of Winning

While we have been distracted by technology, a pandemic, and the new business models sales organizations have adopted, every ...

My Sixth Book Day

Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Teflon Mindset - Rising Above Others' Opinions on the Trail to B2B Sales Eminence

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 Demand Generation

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 ...

Reasons You Lose Deals

You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause ...

The Value Of Creating Value

Salespeople looking to succeed must go against the current fashions in B2B sales. For reasons that are difficult to ...

Extreme Other Orientation

Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation ...

On Becoming Post Political

Politics can make people miserable, but you don’t need to allow that to happen. You don’t want politics to be your identity ...
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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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