Archive for May, 2021
The outdated legacy approach to preparing for a meeting is inadequate for our current reality.
Most preparation for sales calls falls far short of what the client might recognize as value creation.
Planning a first sales call… Continue Reading
The long arc that makes up the evolution of sales moves from more transactional behaviors to strategies that allow you to create value for your clients.
The idea of Level 4 Value Creation explains why your product or solution may… Continue Reading
We worry too much about our competition because we believe external factors are going to decide the contest.
The contest you are engaged in is not about anything external, including your company and your solution. It’s about… Continue Reading
Only calling on clients who are pre-qualified is no longer a good strategy.
Expecting your client to be fully prepared to change and buy is a legacy belief that is out of touch with the current reality.
You create no value by… Continue Reading
More and more, buyers tend to treat a B2B decision as if it were a B2C purchase.
Information and insight have different values when making a complex decision.
Your role in sales now requires you to convert any attempt to make… Continue Reading
Salespeople are struggling to reach their goals, and sales cycles are getting longer.
More deals are ending in a "no decision."
These challenges continue unabated due to a lack of sales effectiveness.
One of the challenges…
Your clients won’t always like the recommendations you make, especially when it means they have to change.
Not telling the full, unvarnished truth doesn’t protect your client from running headlong into a brutal reality.
Tell… Continue Reading
Account Executives tend to move into an account management role, a challenge plaguing many sales organizations.
When salespeople have too little time for selling activities, it gets difficult for sales organizations to reach… Continue Reading
Few problems are more persistent for sales leaders than improving their team’s willingness to prospect.
Without accountability for the activities that result in new opportunities, growth will evade you and your team.
Creating… Continue Reading
The best strategy to improve low results from a lack of activity is more activity.
Activity itself is less important than effective activity.
Before you increase your activity, do the work to make certain it is effective… Continue Reading