For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people who worked in distribution centers and manufacturing companies. Part of this experience was in my family's business in Columbus, Ohio. The rest of the ...
Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to ...
In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the ...
Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or ...
One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective ...
This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.
"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for ...
The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and ...
Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are ...
Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to ...
In the book The Challenger Sale, the relationship salesperson scored poorly. What most readers didn't realize was that the ...
Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions ...
There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years ...
Your path to revenue growth begins with your ability to fill the sales pipeline. Without a full pipeline, growth isn't ...
This question is often posed: Who are the best salespeople? The answer is salespeople who are One-Up. If you want to improve ...
You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the ...
Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you ...
My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they ...
At a company event, two engineers were elated to share that two of their dream clients had downloaded a lead-generation ...
Do you have login fatigue? I know I do.
How confident are you that your sales team can meet your KPIs this quarter?
