There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of your competitors are supplying them now. Because your dream client is already spending a lot of money in your category, you don’t need to qualify ...
We are pro-salesperson. We want you to succeed in B2B sales, which requires you to have a high sales status in your client’s ...
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t ...
One of the differences between the legacy and modern approaches to sales is the type of information they utilize, as well as ...
Navigating the world of strategic selling comes with its unique set of challenges. For those dedicated to mastering ...
One client answered the call on speakerphone. He wanted to give me the experience he had every day. I wasn’t prepared to ...
Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that the older approaches ...
Once, a friend invited me to a fundraising event for a politician. There were hundreds of people all vying for the ...
If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book ...
Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a ...
Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their ...
There are people who still believe that the sales contest is between two companies and their solutions. The truth is that ...
If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the ...
There is something better than leads. In some industries, you are better off with a strategy built on a list of targets. ...
It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being ...
Sales Leaders' Focus: Enhancing Sales Force Performance and Achieving Sales Goals Sales leaders need to focus on their sales ...
9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over ...
There are several potential failure points in B2B sales conversations, and sales leaders pursuing net new revenue will need ...
Imagine you are responsible for surveying the entire population of buyers to assess where they are in their buyer’s journey. ...
You can’t improve your ability to sell by reading a book. Learning to sell requires you to sell. This is very much like ...
Booking a first meeting can often be challenging. You either pass the audition or fail to create enough value to be ...
