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Unpacking Risk: How Overgeneralizing Will Sabotage Your Sales

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 help salespeople succeed, using things like a buyer’s journey, a linear sales process, and an ideal client profile (ICP). These conceptual tools may be ...

Versatile Leadership - Mastering Styles for Every Sales Challenge

Every sales leader or sales manager has a dominant style, the way they lead most of the time. Leaders are comfortable with ...

The Second Meeting: Syncing Value and Needs

There are several things making it more challenging to acquire a first meeting, like the overwhelming volume of emails, ...

Read the Room-A Sales Leader’s Guide to Proactive Communication

One mistake you can make as a sales leader or sales manager is believing that you don’t need to repeat yourself. Words came ...

Sales Manager Viruses You Should Avoid

You might believe you have ideas, but the reality is that ideas have you. This is the nature of memes, as Richard Dawkins ...
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The Value Audition-Earning Your Role in Their Story

For as long as anyone can remember, salespeople open a first meeting with a ploy to create credibility. To execute this ...

Revolutionize Your Sales Team: A Leader’s Guide to Transformation

There are two reasons you might need a transformation in sales. The first is that you are not meeting your sales goals. Even ...

Your Mindset Is a Choice

Those of us who are Enneagram Eights tend to be negative and angry, but we also tend to get big things done—for better or ...

Visionary Leadership - See the Future, Lead the Present

Whether you are a sales leader or a sales manager, you are responsible for the future, and you can’t create the future ...
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A Set of Rules for Everyday Communication

A person with a title that gives them the authority to make a buying decision will receive dozens of emails, several ...

For Better Sales Results Look to the Past

From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales ...

The Easy Button Makes Selling Hard

One office store used the “easy button” in their promotions. They even had easy buttons available for purchase in their ...

Why I Am Still on a Negativity Fast

I created the Negativity Fast for myself because I was angry and wanted to feel better. Part of my negativity stemmed from ...
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How to Speak Fluent Client

Success in sales requires you to be a good communicator. Most salespeople agree that they need to speak well, but they don’t ...

A Tale of Two Sales Stories

It is your responsibility to create value for your contacts and stakeholders in the sales conversation. Almost everything ...

Some Thoughts On My Work and Methodologies

One reason to love criticism is that it means someone disagrees with you. If everyone loves what you do and how you do it, ...

The Helpfulness Quotient and B2B Sales

Every person has an IQ, your intelligence quotient, which is misunderstood by many. We also all have an emotional ...

Why Your Team Doesn't Work

Your team isn’t doing the work they need to succeed in sales. You hired people who have experience in B2B sales, and you ...

How Long to Train Your Sales Force

Every year, usually at the sales kickoff meeting, a sales organization will provide training. If they provided negotiation ...

On the Tendency to Commoditize Yourself

Some time ago, we commoditized discovery. Each salesperson would talk about their company, their clients, and their ...

How to Reach Your Quota in 2024

We see data that suggests salespeople believe they can’t reach their quota as soon as they find out what it is. A recent ...
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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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