Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good b2b marketing questions. Despite this universal advice, most salespeople fail to ask powerful questions because they don’t have them. When sales managers talk about sales ...
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 ...
Something that helps you to be a good leader is to believe everything is your fault. A few days ago, there was a LinkedIn ...
No sales leader will dispute that prospecting is critically important to generating new deals and net new revenue. Many ...
My first job, which I started at age 12, was delivering newspapers. Making money meant knocking on every door in three ...
Sales leaders often require their sales force to fill their pipeline with several multiples of their quota. Ensuring you ...
Many sales organizations use a terrible approach to negotiation, one that harms salespeople and their companies. Concessions ...
One mistake weak salespeople make is pursuing clients that are easy to win but difficult to service after the deal is ...
Many salespeople believe they are selling value when they are really selling their products and their services. This is the ...
Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. ...
