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Improve First Meetings by Abandoning Your Spiel for Sales

Improve First Meetings by Abandoning Your Spiel for Sales

Sales reps normally start their sales discovery process by building rapport, working to make some connection with a decision maker. When the time is right, the salesperson talks about their company in detail. Salespeople are taught to do this to prove they are a safe and ...

5 Proven Outbound Sales Call Script Samples You Should Copy

Fifty-seven percent of B2B executives prefer to be contacted by phone

How to Create a Sales Training Program That Wins Deals

If ever there was a time to train salespeople, that time is now. The sales model we describe as the legacy approach repels ...

The Ultimate Sales Presentation Outline To Close More Deals

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 ...

How B2B Sales Leaders Build Positive Sales Accountability

All sales organizations are pursuing their sales goals during a difficult time, as buyers expect more from their providers. ...
Information Disparity 2-part video series

A Simple Rule to Ensure Integrity in Your B2B Sales Pipeline

Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, ...

Effective Selling and the Art of B2B Competitive Displacement

There are some sales organizations that sell to companies that are seeking to change providers. In these cases, the B2B ...

What’s the Best Sales Leadership Framework? 3 Elements to Compare

No respectable contractor would start construction on a building without first having a blueprint. Your sales leadership ...

How to Win Deals By Improving Your Contacts' B2B Sales Experience

B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically ...
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The Five Must-Have Attributes to Win B2B C-Suite Level Sales

To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over ...

How to Be a Better B2B Salesperson by Creating Greater Value

There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more, something most ...

Ineffective B2B Sales Training and the Folly of BATNA Negotiation Strategy

I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes, a book by Roger ...

How to Make a Cold Call Sales Pitch: 4 Steps to Success

If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.
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How to Conduct an Expert B2B Sales Performance Review That Gets Results

One element of sales performance management is conducting a sales performance review of each salesperson on your team. There ...

How to Build Consensus In B2B Sales By Leading Your Prospect

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job ...

Uncovering 9 Closed Lost Reasons + Winning Sales Strategies

There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is ...

Blue Ocean vs. Red Ocean & the Impact on Your Ability to Win Deals

In sales, differentiation is critically important to success. One of the most popular business differentiation strategies is ...
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Efficiency Vs. Effectiveness and the Continuing Battle in B2B Sales

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. ...

The Best Outbound Calling Strategy in 2023 (with examples)

Nobody likes rejection. It’s one of the reasons why almost two-thirds of sales reps report that cold calling is their least ...

How to Build an Actionable Weekly B2B Sales Report

As a sales manager, you need to report on the success of your sales team, and a weekly B2B sales report allows you to share ...

The Impact of Transformational Leadership In Sales

There are different types of leadership styles, and sales in particular has a number of sales management styles. Effective ...
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