There is nothing more critical to success in sales than your command of the fundamentals. Those fundamentals include things like prospecting, commitment-gaining, presenting, overcoming objections (what we more accurately describe as "resolving…

Of all the changes in selling over the last decade and a half, the changes on the buyer's side may be the most disruptive. No doubt that some part of that change belongs to the proliferation of information available via the internet. However,…

In sales, fast can be slow, and slow can be fast.

Even though you may be able to do the discovery work necessary to provide your dream client with the solution they need in a single meeting, the contacts you are meeting with may need more time to…

We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as…

Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion.

The

There are three reasons your operations team struggle to give your clients what they want.

1. The biggest reason your operations team struggles to give your clients what they want is because your clients can't have what they want the way they…

Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them through the lens that is professional selling.

Yes

The perfect answer. The one, most hoped for, and best of all…

1. Solutions Selling is Dead: Pure, unadulterated bullshit. Has selling changed? Absolutely. Has buying changed? Perhaps, but not as much as is being touted (at least not in B2B…

Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.”

You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start…

Things have changed.

1. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out…