Category: Sales

The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about his sales team, that he didn’t feel that they were competent in their roles. He believed investing in this…

There is power in sharing an insight that provides your client with a new view of their business. A single idea is capable of sense-making where things are complex, complicated, and challenging to navigate. One of the defining criteria of a modern…

Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing?

How could you not know the primary…

Not much attention is given to sales training for negotiation. Because this is true, most salespeople offer concessions, get a signature on a contract, and move onto to the next deal. Very few stand up to the first request for a lower price by…

It is time to get back to work, even if you are going to be required to work from home for a little while longer, and also if you have to social distance. You may have to work from behind a screen, using a video platform to provide the closest…

It is increasingly difficult to make sense of the intricate, complicated, and sometimes convoluted, tangled mess that is business today. Globalization and the flattening of Earth have eradicated abject poverty for much of the world, and in doing…

Prospecting is difficult when you don’t have a well-developed plan. The more specific you are about what you need to do and block the time to do it, the more effective you will be at creating new opportunities, building your pipeline, and…

Both you and your prospective client have something at risk as you enter into the sales conversation. It can feel as if you, the salesperson, have much at risk at each stage of the process. The truth is that your contacts have as much—and…

There are over 4,000 posts here at thesalesblog.com, a large percentage of them about selling, particularly B2B sales, a good many directed towards the complex sales using a consultative sales approach. If you read blogs about sales, you are…

The qualifying framework that is BANT (Budget, Authority, Need, and Time-Bound) is no longer quite as useful as it was in the past. Too much has changed in consultative sales, especially the complex sale. A modern sales approach is still going to…