Latest from The Sales Blog
Starting today, I am posting a series of posts on B2B sales dilemmas based on questions I receive from salespeople. This post, the first, is about a struggle that is real to anyone whose role requires them to gain a meeting, making it valuable for…Continue Reading
Human beings are not rational. Instead, we have the power to rationalize our decisions and our actions. One of the ways we rationalize is by negotiating with ourselves, believing we won the negotiation when, in fact, we lost.
The part of us that…Continue Reading
Four Levels of Value
There are four levels of value you might create for your dream clients in B2B sales. The first level of value is the value found in your product or service (Level 1). While the value of your product is essential, it isn't…Continue Reading
You have already punched your ticket for this ride called "life." The journey started many years ago, and it will end at some point. Even if you believe that date is far in the future, you might recognize it seems to move forward faster as time…Continue Reading