Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value for their ideal customers. Most sales organizations haven't paid attention to these changes. Nor have they recognized the new fundamentals now necessary ...
You might have found sales success using a positioning statement about your company and your offerings. You may have found ...
There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. ...
Are you doing everything you can to hit your goals? If you’re not budgeting adequately for sales manager training, you might ...
If you are in sales long enough, you will notice sales organizations (not yours) and some salespeople (not you), underinvest ...
According to Linkedin, seventy-eight percent of the salespeople engaged in social selling are outselling their peers who are ...
The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think ...
The different types of sales include B2C (business to consumer), B2G (business to government), and B2B (business to ...
When it comes to competition in sales, there are two conflicting ideas. On the one hand, there is nothing you can do about ...
In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, you will find one of the most powerful sales ...
There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). ...
Forty percent of people respond better to visual information than plain text.
The reason professional B2B selling evolves over time is because decision-makers need something new from salespeople. When ...
In 2010, I said that “Negotiation is the art of the deal.” And it’s still true today.
There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales ...
Having the best product or solution on the market isn’t enough to close more deals. You can have all the best features and ...
B2B salespeople need to create a pipeline of new opportunities to achieve their goals. To do this, the salesperson will need ...
In sales, it helps to be known, liked, and trusted. Anyone who argues against the idea that salespeople no longer need to be ...
B2B salespeople have been taught and trained that their company and their offerings are what make them different from their ...
Many of the older, outdated sales approaches forbid salespeople from answering questions about price. These approaches ...
"Whoever is in a hurry, shows that the thing he is doing is too big for him." —The Earl of Chesterfield For as long as ...
