Latest from The Sales Blog
I wrote a book on how to close complex B2B sales titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. The book provides a deep dive into the ten commitments you need to win deals. Here is a summation of the book that will…Continue Reading
Over time, the price you charge your client is inadequate, no longer allowing you to create the value they’ve come to expect from you. All of the inputs you invest in to serve them increase over time, and at some point, you have to raise your…Continue Reading
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