There is a perennial, and mostly erroneous, conversation about the alignment of sales and marketing. The two functions may share certain outcomes, but their day-to-day work has little in common.
The Universe can be difficult to navigate: as Paul Simon put it, “the nearer your destination, the more you’re slip slidin’ ...
When done right, a sales strategy is the driving force that keeps your sales team on track for success.
One of the more difficult things for sales managers to do well is forecasting their quarterly revenue, an exercise only ...
The concept of Level 4 value creation helps salespeople recognize what prospects and clients need from them, even if they ...
Even the best salespeople can fall into the trap of overcomplicating the process of finding a qualified lead for your sales ...
The salesperson had said all that was necessary, but because he was nervous, he continued to keep talking. He was trying to ...
Let’s try an experiment: stop reading, open your Instagram feed, and write down the topics of the first ten sponsored posts. ...
The Swiss Army Knife was one of the coolest things you could have in middle school. Who wouldn't want a knife, a small saw, ...
Some of your best prospective clients are already working with one of your competitors. They are not (yet) compelled to ...
Let’s bust a myth about direct sales. Direct selling is often seen as a more complicated sales process than the average ...
In The Black Swan, Nicholas Nassim Taleb writes about Umberto Eco's library, which was estimated to contain over 35,000 ...
The Minimum Viable Sales Stack: A sales leader I know was intrigued by the promise of better results through technology. He ...
It is easy to find yourself confused by all the terms we use to describe B2B sales strategies.
What if some day or night a demon were to steal after you into your loneliest loneliness and say to you: “This life as you ...
You will not win every opportunity you pursue, but you will win deals you don't deserve to win—and lose deals you should ...
Building a full pipeline is hard work, so many salespeople tend to stop prospecting once they think they have enough ...
“The lure of easy money has a very strong appeal.” -- Glenn Frey, Hustler's Blues
There are many types of online sales training programs, each with their own unique advantages and disadvantages. Finding the ...
The major mistake sales organizations make is believing their product or service is their primary competitive advantage.
No one ever seriously asks themselves, "what do decision-makers do?" It’s right there in the name: decision-makers make ...
