The deal that you are working on is enormous. It’s not quite enough to make your number for the year, but it is enough to get you more than halfway there. The prospect is engaged and compelled to change, and you are excited. So excited, in fact,…Continue Reading
Archive for January, 2018
“Buyers have changed,” they say. So much so, in fact, that what you know about sales is all wrong. In fact, if you’re not already looking for another line of work, you will be in, say, the next 15 minutes. Millions of salespeople will soon…Continue Reading
There is one group of prospects you must avoid. There is nothing you can do for them or with them, and your time is better spent somewhere else. Those non-prospects are people who do not derive what you do as being valuable.
Perceptions of value…Continue Reading
No one works in sales without having losses. Some of those losses are the result of errors, bad choices, poor strategy, or sloppy sales approaches. Some of those losses are the result of circumstances that are difficult to overcome. You can do…Continue Reading
Last week a picture of robots standing in front of computers wearing telephone headsets crossed my social feed. The point is that sales is being automated, and a machine will soon do your job better than you.
Another article suggested that B2B…Continue Reading
There is a reason the nonlinear nature of sales causes so many problems. For a very long time, the real process of selling—and buying—hasn’t resembled what shows up on a PowerPoint slide and starts at the far left with Target and ends on the…Continue Reading