There are ways to speed up your sales process; many—if not most—are unhealthy. You can rush through the process, not giving the conversations your client needs the appropriate time and attention. You can speed past some of the necessary…

Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager.

Do This And Win

Your sales process is simply the collection of things that you do that lead to a won deal. It…

Some things that you might believe make selling easier actually make it far more difficult.

You might believe that lowering your price makes it easier for your client to choose you over your competitors. But lowering your price lowers the…

There is no greater value subtractor than a salesperson who is unprepared to create value through the buying cycle. Being unprepared is a subtractor. An absence of chops (read business acumen and situational knowledge) is an enormous subtractor.…