As much as we have come to describe the sales conversation (or buying process) as linear, it is nonlinear. Our slide decks that show pictures of boxes that start on the left side with target, finishing on the right with the sale complete. Deals do…

For a long time, the folks that sell inbound marketing and “social selling” (which they are now struggling to differentiate from what they are calling “social marketing,” a distinction without a difference) have used CEB’s research that…

How did you win your last deal? Why did you win that deal?

Was it because you had the lowest price? If that is your company's strategy that is a good and proper reason. But it isn't likely that this is how you won (even if you believe that price…

Case studies. ROI analysis. Client testimonials. A slick full of logos. Third party validation. References. Awards. Years in business. Number of locations. Global footprint. Press releases.

Any and all of these can be useful proof providers. But…

Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider.

Buyers are too busy to be bothered with salespeople because they already have as much information as the…

Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently…

I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.

What? When we have the kick off meeting?

You're…

To advance an opportunity from target to close, you have to obtain a bunch of smaller commitments that may, eventually, lead to much larger commitment.

Checking all of the boxes on your sales process worksheet is important, but so is obtaining…