In major account sales, you can win a new client that requires the upfront effort of standing up the account. The larger and more important the client, the more time it takes. The more complex the solution, the more your presence is necessary,…

The idea that follows is going to run counter to a lot of what you read about sales, the sales process, and efficiency. One of the ways you pull your sales results forward in time is by dominating your dream client's time. It is also how you…

Have you ever said, “The prospect has gone dark?” Or have you ever complained that your dream client “ghosted you,” engaging with you through some part of the sales conversation only to cut off all communication? Maybe the call didn’t go…

One of the most important trends in B2B sales today is the customer’s strong desire for consensus before moving forward with an initiative. Another trend, one that closely follows consensus, is an increase in the number of stakeholders who believe…

I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe that there is a way to be slimy in sales. Naturally, I asked for…

One of the ways salespeople were taught to uncover a compelling reason for their dream client to change or the source of their dissatisfaction, was by asking the single question, "'What's keeping you up at night?" I am not certain where this…

We sometimes worry about things that are not nearly as important as what should command our attention.

Automation

You should worry less about automating client acquisition and more about acquiring clients. There is too much focus on automation…

Practice doesn't make perfect. Perfect practice makes perfect.

For a couple of years, I practiced Aikido, a very nuanced martial art, and one based on the premise that anyone who would attack you was already seriously troubled and deserved your…

If you make 20 calls a day, you will have dialed 100 numbers in the course of a week. In a month with four weeks, you will have dialed 400 numbers, even if it would be an enormous mistake to dial 400 numbers once, believing that you are…

There isn't a day that passes without someone on LinkedIn or some other social platform publishing something about how much sales has changed, often citing the fact that salespeople are no longer useful to their clients (or necessary), since their…