A Manifesto

1. We reject the old and outdated sales approaches that are still being used by many sales organizations and their sales teams-as they are no longer effective in the third decade of the 21st Century.
2. We recognize that most of B2B Sales Training is a rehashing of other’s work with a small number capable of creating a true paradigm in sales.
3. We reject the idea that “more” is the way to improve sales results. We believe that more activity is not capable of increasing sales results. The reason sales managers struggle to reach their goals is because they believe they will convert a higher percentage.
4. We recognize that transactional selling is dead in B2B sales. The future is one of consultative, insight-driven sales approaches that create real value for their clients.
5. We believe that only “sales effectiveness” is capable of delivering the results that sales organizations need. We don’t put our faith in a pipeline, instead putting our faith in win rates and won deals.
6. We recognize that our prospective clients are trying to make a rare, strategic, decision they need to get right on their first attempt. Our new paradigm is one that has the salesperson enabling this decision.
7. We believe that our relationships with our contacts are critical to our efforts to help them to make a decision that is certain to deliver the client’s
8. We reject and the reliance on outdated scripts and the tactics that treat buyers as predictable. Instead we turn to dynamic conversations for each client’s unique needs.
9. We believe that sales success is not about persuasion, turning to facilitating insight, helping our clients seeing what they couldn’t on their own.
10. We reject the idea that discounts and pricing concessions are the sales success, focusing instead of differentiation through expertise and authority and problem-solving.
11. We believe that the modern salesperson is a strategic partner, guiding their clients to the best decision-not pitching a product or service.