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Blog Category // Sales (14)

The New Advantage In B2B Sales

Several events and decisions have changed B2B sales in ways that harm sales organizations, salespeople, and their ...
Information Disparity 2-part video series

The Imperative of Winning

While we have been distracted by technology, a pandemic, and the new business models sales organizations have adopted, every ...

There Is No Demand Generation

There is no such thing as demand generation. Unless you show up to work to find a long line of people outside the front door ...

Reasons You Lose Deals

You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause ...

The Value Of Creating Value

Salespeople looking to succeed must go against the current fashions in B2B sales. For reasons that are difficult to ...
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Extreme Other Orientation

Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation ...

The Resurgence of Eat Their Lunch

Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several ...

Profit Or Perish

There are a number of sales experts who believe that nothing has changed in B2B buying and B2B selling. It’s odd that people ...

From Insight to Foresight: Crafting Strategic Outcomes

One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. If ...
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Bridging the Business Acumen Gap- A Primer for Transparent Conversations

Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a ...

Leadership Mindsets: How Cognitive Biases Shape Team Culture & Performance

The way you lead affects your team. A negative leader will cause their team to be negative, while a positive, optimistic, ...

Tackling Negativity-A Salesperson's Guide to Thriving Amid Rejections

For as long as I have been writing here, I have written about the importance of mindset. Your mindset is critical, and ...

Solution Design: Conducting the Solution Orchestra

One way to improve your sales approach is to treat the sales conversation as a collaboration. You and your contacts are both ...
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Advanced Discovery-The Discovery Compass-Navigating Toward Value

You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will ...

From Dilemma to Deadline-A Sales Leader's Decision-Making Blueprint

If you are a sales leader or sales manager, you struggle to get everything done. You want to work with your team, but you ...

How Consultative Is Your Sales Approach?

One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, ...

On Pursuing Strategic Outcomes in B2B Sales

One way to prevent your clients from treating you as a commodity is to pursue a conversation that differs from your ...

The Challenges of Building Sales Effectiveness in B2B Sales

If you are a sales leader or a sales manager, the most important initiative is, was, and always will be sales effectiveness. ...

The Lock and Key-Unlocking Firm Commitments

My second book is titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. I wanted to title it The Art ...

The Art of Client-Centric Sales Questions- Transforming Self-Serving Inquiries into Value-Driven Conversations

Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven ...

Unpacking Risk: How Overgeneralizing Will Sabotage Your Sales

To make sense of B2B sales, we use concepts designed to make sense of selling and buying. These concepts are supposed to ...
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