We can divide salespeople into two types. The first type, and arguably the most common, is a salesperson who needs something from their prospective client. The second type believes they can fulfill a client’s need.
Several events and decisions have changed B2B sales in ways that harm sales organizations, salespeople, and their ...
One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs ...
On December 28, 2009, I decided I would write and post every day. In 2010, I went to Tibet, and I didn’t take a computer ...
While we have been distracted by technology, a pandemic, and the new business models sales organizations have adopted, every ...
Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.
One day, I was sitting on an airplane, waiting to take off. Before they closed the doors, a good friend called me to tell me ...
There is no such thing as demand generation. Unless you show up to work to find a long line of people outside the front door ...
You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause ...
Salespeople looking to succeed must go against the current fashions in B2B sales. For reasons that are difficult to ...
Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation ...
Politics can make people miserable, but you don’t need to allow that to happen. You don’t want politics to be your identity ...
According to the Sidran Institute, approximately 70 percent of U.S. adults have experienced a traumatic event at least once ...
Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several ...
There are a number of sales experts who believe that nothing has changed in B2B buying and B2B selling. It’s odd that people ...
This year, between 5.35 billion and 4.9 billion people use social media daily. The takeaway is that a large portion of the ...
One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. If ...
Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a ...
The way you lead affects your team. A negative leader will cause their team to be negative, while a positive, optimistic, ...
Every day on planet Earth, 4.7 billion people send 347 billion emails to others. This number is projected to grow to 361 ...
For as long as I have been writing here, I have written about the importance of mindset. Your mindset is critical, and ...
