One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the external environment changes enough so that what once worked no longer generates reliable results. When this happens, the sales force's approach causes ...
There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes ...
Let's look directly at an inconvenient truth most are unwilling to recognize or acknowledge: Your company, as good as it is, ...
One of the best ways to be productive is to avoid wasting time. The more time you waste, the less time you have for what is ...
The "cult of efficiency" believes deeply that the most important initiative is to generate more activity. More still, they ...
Frequent readers know that the primary focus of my work is sales effectiveness and sales leadership. My work is focused on ...
The feedback on Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative has been ...
A long time ago, sales leaders sought a solution for their uneven results. Some members of their teams were able to win ...
My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of ...
When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable ...
A recent story on LinkedIn was about a senior leader who was unhappy with the results of a highly compensated salesperson. ...
One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, ...
Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something ...
One way to describe our current environment is AC/DC, an acronym for the Accelerating, Constant, Disruptive Change we have ...
Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches ...
Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to ...
The primary challenge in sales today is that the legacy approaches don't position the salesperson appropriately in the first ...
The concept of being One-Up means you believe your client is One-Down as it pertains to decision-making and the better ...
I'm arguing with Jonathan Graham and Michael Price from the Inward Book Club. They have been kind enough to review a number ...
A sales manager needs to be seen and heard if they are going to lead their sales force. One of the downsides of our ...
There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading ...
