Most sales organizations train their sales teams. Fewer train their sales leaders, even though the evidence suggests sales training for managers improves their team's results. Leading a team requires many competencies and skills, so it's important to have a development plan ...
Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the ...
A flywheel is a mechanical device used to smooth out energy in combustion engines. It's also a heavy wheel used to oppose ...
Selling today isn't easy. Buyers have greater needs and expect more of sales professionals, while decision-makers complain ...
Think about the last time you bought a shiny new electronic gadget. Did you read the manual, or did you start tinkering ...
Most of the strategies related to sales and buyer psychology come from Robert Cialdini's work. Sales professionals are ...
It isn't easy to schedule a meeting with your dream client. If you are in an industry where you must practice competitive ...
We’ve all heard the saying, “trying to fit a square peg in a round hole.”
Most of the time, sales organizations accept their reps’ low win percentages and the linear stages of the sales process. ...
There is an old fable by Aesop about the ant and the grasshopper. The ant is industrious, diligently working through the ...
There are two major types of selling. The first type is transactional and the second is complex. The difference between them ...
“If you don’t know your numbers, you don’t know your business.”
Your only vehicle for creating and winning deals is the sales conversation, which comprises several sales calls. The better ...
There are many problems plaguing B2B sales organizations, but the one that garners the most attention relates to how buyers ...
Every sales organization needs to determine how they interact with decision-makers. How the sales force sells determines the ...
Sales reps normally start their sales discovery process by building rapport, working to make some connection with a decision ...
Fifty-seven percent of B2B executives prefer to be contacted by phone
If ever there was a time to train salespeople, that time is now. The sales model we describe as the legacy approach repels ...
A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and ...
All sales organizations are pursuing their sales goals during a difficult time, as buyers expect more from their providers. ...
Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, ...
