This is not your mother or father’s sales environment. Selling is much more difficult than in the past, and it isn’t likely to get easier any time soon. Selling is complicated and complex, especially if you pursue large or enterprise-level clients.
For as long as anyone can remember, sales leaders have searched for a way to consistently win new deals. To even out the ...
You don’t need more technology to improve your sales results. The only things you need are a CRM, a source of data, a ...
B2B sales has never been easy, but it seems to be getting more difficult as a confluence of forces change B2B sales growth. ...
As a new sales rep, you might want to sell a product that is unique and special. You might believe it would be even better ...
It isn’t difficult to acquire a strategic advantage in sales. Yet, most people refuse to take the single action that tens of ...
It isn’t easy to lead a sales force in the best of times, and it is more difficult in a recessionary environment. As a sales ...
If you spend any time on LinkedIn, you find a lot of content about ChatGPT and other tools built on large language models. ...
A few minutes after ChatGPT was released, the techno brutes immediately found the value of using a robot to write cold ...
One mistake salespeople make in discovery is asking questions they should have answered through their research. These ...
Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before ...
It seems we continually lose the thread when it comes to selling. Sales organizations are distracted by every new shiny ...
You want to wow your prospective client by sharing testimonials and case studies that prove you can help them improve the ...
In 1965, the futurist, Alvin Toffler wrote, "The acceleration of change in our time is, itself, an elemental force. The ...
No salesperson wants to lose a deal, especially a large enterprise-level deal. No matter how good you are in sales, losses ...
Salespeople often run into problems during the sales conversation. When these problems recur over time, it can cause a ...
You are in an operational role, where your job is to execute what your salesperson sells. Occasionally, a salesperson asks ...
Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good b2b marketing ...
Recently, Andy Paul shared with me that the average win rate in sales is 17 percent. That means it must be nearly impossible ...
I recorded a podcast with Andy Paul, Mike Bosworth, and Vince Beese. Andy started by addressing the idea that some people, ...
The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his ...
