One mistake salespeople make in discovery is asking questions they should have answered through their research. These questions will show they didn’t prepare for a first meeting. While failing to do research is harmful in an average pursuit, it’s worse in an ...
Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before ...
It seems we continually lose the thread when it comes to selling. Sales organizations are distracted by every new shiny ...
You want to wow your prospective client by sharing testimonials and case studies that prove you can help them improve the ...
In 1965, the futurist, Alvin Toffler wrote, "The acceleration of change in our time is, itself, an elemental force. The ...
No salesperson wants to lose a deal, especially a large enterprise-level deal. No matter how good you are in sales, losses ...
Salespeople often run into problems during the sales conversation. When these problems recur over time, it can cause a ...
You are in an operational role, where your job is to execute what your salesperson sells. Occasionally, a salesperson asks ...
Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good b2b marketing ...
Recently, Andy Paul shared with me that the average win rate in sales is 17 percent. That means it must be nearly impossible ...
I recorded a podcast with Andy Paul, Mike Bosworth, and Vince Beese. Andy started by addressing the idea that some people, ...
The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his ...
Behind every successful sales team is a sales manager with incredible leadership skills.
When you are building a sales force or a sales team, you will hire people that have been trained by other sales ...
Are you tired of mediocre results and missed targets?
One outcome of solution selling was that sales organizations and their teams began to believe that their solution was what ...
Are you tired of using the same old sales techniques that fail to close deals and bring in new clients?
“You can’t learn to be good at sales, it’s just something you’re naturally good at.”
Social selling promised sales organizations they would no longer need to make cold calls to create new opportunities. When ...
In recent posts here, I have suggested that success in sales is going to require professional expertise. As the uncertainty ...
Many sales leaders believe that they will achieve their sales goals by increasing the number of new opportunities their ...
