For as long as anyone can remember, sales leaders have sought a way to ensure their team wins deals. They spent a lot of time and money developing a linear sales process that promised salespeople could consistently win deals simply by achieving the outcome of each ...
Mark Twain once said that someone who doesn’t read is no better off than someone who can’t read. Yet, here we are in the ...
After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you ...
Many salespeople want to act strategically but choose transactional communication mediums. You may believe no one wants to ...
Occasionally, I am challenged on my belief that sales has evolved—and it continues to. I often hear something like, “The old ...
Your CRM can capture dozens of metrics. It can record each salesperson’s activities, document opportunities as they ...
If you believe that selling is difficult, know that buying is often more difficult. Part of what makes buying challenging is ...
Theodore Levitt, a marketing professor at Harvard Business School taught his students that people don’t buy drills; they buy ...
Most of what you read here are articles designed to help you sell more by selling better. But lately, I have noticed that a ...
In a workshop with an excellent sales force, we played a game from Elite Sales Strategies: A Guide to Being One-Up, Creating ...
People who want to get things done must determine their priorities so they can act on their self-discipline to ensure they ...
You can compete to allow you to win an order or a project, and you can compete to win a client for life. Once you succeed in ...
The pull of habit and an unwillingness to change will prevent you from improving your results in sales. Even worse, as the ...
As sales tech stacks grow, consuming more time and becoming more expensive, sales results continue to plummet. Far be it ...
To succeed in sales, you need a growth mindset that will allow you to persist after being told no. You also need to be ...
Between emails, text messages, the internet, Slack, and other interruptions, it is easy to be distracted by the overwhelming ...
Leaders who push for sales velocity have things backward. Any suggestion that a salesperson should try to speed up the sales ...
Instead of progressing, B2B sales is regressing back to transactional approaches. Sales organizations and sales reps should ...
In politics, if a candidate changes their position on an issue, they will be accused of flip-flopping. The accusation is ...
A recent LinkedIn post included a screenshot of a Google calendar invitation for a “Very Important Meeting” at Shopify. ...
Selling may be your job. You might have fallen into a sales role because you needed work, or perhaps the allure of making ...
