You've acquired a contact to act as your champion or sponsor. They are motivated to change, and they are engaged in exploring their options with you as their strategic partner. Things are progressing nicely, but you know that the importance of…

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…

Pay attention to successful people, and you'll find one single attribute they share in common. That single attribute is "hunger." We have a lot of words used to describe the concept of hunger, like driven, ambitious, hustle, and intrinsic…

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…

In business, there is both positive and negative friction. The positive friction allows for the type of conflict that moves individuals to challenge the status quo and engage in conversations about what the company might do differently now or in…

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…

How much a specific medium appeals to you is not a measure of its effectiveness. Believing that email is efficient is to misconstrue the definition of efficiency. As it pertains to email sales, anything you can do over email can be done better in…

There is nothing easy about leading others, whether it is a large organization, a division of a company, or a small team. One of the most challenging shifts necessary is recognizing what makes leaders effective. The most successful leaders study…

Follow this link for ideas about how you win big deals in B2B sales. Read on to learn how you might lose big deals you might have won had you approached it differently.

Transact Instead of Consult

If what you sell is not complex, meaning it is…

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…