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Eliminating Waste and Boosting Efficiency in B2B Sales Strategies in 2024

Eliminating Waste and Boosting Efficiency in B2B Sales Strategies in 2024

Unlock the secret to supercharging your B2B sales efficiency and reducing waste today!

The Secrets to Identifying Your Ideal Dream Clients in Sales

Discover the key attributes that separate dream clients from nightmares in the sales world, and transform your client ...

How To Avoid Being Treated as a Commodity in B2B Sales

Discover how to elevate your B2B sales strategy and turn challenges into opportunities, ensuring clients see you as an ...

Unlocking Greater Revenue with Consultative Selling

Discover the pivotal shift that can revolutionize your sales strategy and skyrocket your revenue.

Beyond Politics: Your Guide to Becoming Post-Political in 2024

Politics, as a practice, whatever its professions, has always been the systematic organization of hatreds. —Henry Adams
sales-hustler

The Art of Influence: Proven Strategies to Overcome Buyer Resistance in B2B Sales

In an era where 78 percent of buyers believe they have all the answers before they even speak to a salesperson, how do you ...

Mastering the Language of B2B Sales: Your Ultimate Lexicon for Winning Deals

This is a personal lexicon for the thesalesblog.com platform. In the future, I will point to this page with links to ensure ...

Accelerating Business Growth: Essential Strategies for Leading a Successful Sales Transformation”

We know why sales transformations fail. We also know why successful sales transformation strategies succeed. When a ...

Building Better Leadership Through Relationships: A Comprehensive Guide

Elevate your leadership game by focusing on the power of relationships.
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Elevate Your Sales Approach: Mastering Client-Centric Strategies

Discover the pivotal shift from presentation to conversation in sales for unmatched client engagement.

Sales Fragility: How to Identify It and Strengthen Your Pipeline

In Antifragile: Things That Gain From Disorder, author Nassim Nicholas Taleb explains that humans are not very good at ...

Reviving Face-to-Face Sales Meetings: Navigating Post-Pandemic Business Strategies

Discover why declaring traditional sales tactics dead might be premature in the evolving landscape of post-pandemic business ...

The Education of a Salesperson: A Journey from Cold Calls to Strategic Mastery

The Beginnings of a Sales Career: Learning Through Cold Calls I started selling when I was 15. I made cold calls for a ...
sales-accelerator-team

Meditation on Friends and Relationships

Most people have more contacts and fewer friends. We know more people without knowing anything beyond what we see on social ...

Breaking Free: The Art of Leaving Behind What Holds You Back

If you want to achieve personal growth and success, you will have to leave certain things behind. You may be carrying ...

How a Niche Book Club is Revolutionizing Sales Strategies

Discover the transformative power of shared learning in sales through an innovative book club.

Are You Using the Wrong Models? (And How to Fix It)

Every company must have a model they believe allows them to win clients. Once they decide how they are going to market ...

B2B Sales in a Changing World: Strategies for Success Amidst AI Advancements and Demographic Shifts

By now, you might have noticed that something has changed in B2B sales. If you are not already aware of the changes in our ...

Why You're Selling Drills, Not Holes: B2B Sales Insights

"No one wants your drill." Harsh, but it was the honest feedback I gave a cold caller. Here's the shift B2B sales needs to ...

Transforming B2B Sales: Adapting to the Evolving Landscape

Discover how the B2B sales landscape has evolved and why businesses must adapt to these changes to thrive. From building ...

Mastering Self-Discipline: The Art of "Me Management"

Try as you may, you will never be able to manage time. No matter what you do, or what you fail to do, time ticks on with no ...

Embracing the Path of Effort: Why the Easy Way Often Isn't the Best Way

We spend a lot of our time trying to find an easier way to do things, but there are certain things that are not subject to ...

A Category of One in B2B Sales

Much of what you read here involves sales strategies designed to help you win your dream clients. These strategies are also ...

Overcoming Resistance: Embracing Sales Transformation in the Modern Business Landscape

There is a certain type of person we can call a non-believer. This person is something more than skeptical, bordering on ...

Unlocking New Dimensions in B2B Sales: A Comprehensive Guide to Sales Transformation

Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that older approaches were ...

The Strategic Guide to Acquiring 60 Dream Clients and Outsmarting Competitors

There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of ...

A Scale of Sales Status

We are pro-salesperson. We want you to succeed in B2B sales, which requires you to have a high sales status in your client’s ...

Why Senior Sales Reps Must Secure New Logos

It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t ...

Valuable Information versus No-Value Information in B2B Sales

One of the differences between the legacy and modern approaches to sales is the type of information they utilize, as well as ...

Challenges in Strategic-Level Selling and How to Overcome Them

Navigating the world of strategic selling comes with its unique set of challenges. For those dedicated to mastering ...

Mastering B2B Sales- How to Outshine Competitors Without Giving Them a Seat at Your Client Meetings

One client answered the call on speakerphone. He wanted to give me the experience he had every day. I wasn’t prepared to ...

Unlocking New Dimensions in B2B Sales: A Comprehensive Guide to Sales Transformation

Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that the older approaches ...

The Power of Presence: Mastering Mindfulness and Connection for Unforgettable Impressions

Once, a friend invited me to a fundraising event for a politician. There were hundreds of people all vying for the ...

A Warning on the End of Demand

If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book ...

Sales Outreach: Beyond Personalization to Value-Driven Strategies

Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a ...

Maximizing B2B Sales Success: Understanding and Reducing the Error Rate in 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their ...

Client Contests in 2024: A Strategic Guide to Outperforming Competitors

There are people who still believe that the sales contest is between two companies and their solutions. The truth is that ...

B2B Sales: Why Mastering the Art of Decision-Making Outshines Offering Solution

If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the ...

Steal Your Competitors' Clients: The Ultimate 60 Target Strategy for Dominating Your Industry

There is something better than leads. In some industries, you are better off with a strategy built on a list of targets. ...

Sales Success: Master the Art of Consultative Selling and Outshine Your Competition

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being ...

Mastering Sales Leadership: 10 Essential Tactics to Crush Distractions and Elevate Your Team's Result

Sales Leaders' Focus: Enhancing Sales Force Performance and Achieving Sales Goals Sales leaders need to focus on their sales ...

9 Questions B2B Sales Leaders Must Answer 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over ...

A List of Failure Points in B2B Sales Conversations

There are several potential failure points in B2B sales conversations, and sales leaders pursuing net new revenue will need ...

B2B Sales: Mastering the Buyer’s Journey with Unconventional Wisdom

Imagine you are responsible for surveying the entire population of buyers to assess where they are in their buyer’s journey. ...

Evolution of a Sales Professional: Key Strategies for Growth, Skill Enhancement, and Achieving Sales Excellence

You can’t improve your ability to sell by reading a book. Learning to sell requires you to sell. This is very much like ...

Challenges in B2B Sales: The Trouble with the Middle Game

Booking a first meeting can often be challenging. You either pass the audition or fail to create enough value to be ...

B2B Sales in 2024: Navigating the Shift from Trend-Chasing to Core Sales Effectiveness Mastery

The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is ...

How Buyers Make the Right Decision on the First Attempt

If you think selling B2B is challenging, you might not realize how difficult B2B buying is. When a buyer is required to make ...

A Curated List of Influential Books for Enhancing Sales Skills

Non-Sales Books That Transformed My Selling Techniques Unlocking Personal and Professional Effectiveness with Seven Habits ...

Why Relying Solely on Your Sales Pipeline Coverage Isn’t Enough for B2B Success

Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough ...

Human Touch in a Digital Sales World: Navigating Beyond Automation

Revolutionizing Sales Productivity with Emerging Technologies As technology marches forward, sales organizations continue ...

Sales Success: Navigating Modern Challenges with Innovative Strategies for the Digital Era

There are several reasons you may lose a deal. You may believe you are certain to win a deal, only to discover that you lost ...

Sales Performance: How Leaders Transform Results by Prioritizing the Art of Selling

Throughout the last six months, I have paid careful attention to what sales leaders talk about. It turns out that they spend ...

5 Consultative Selling Magic Tricks for Mastering B2B Sales Success

The most consultative salespeople feel different from other sales reps. Much of what they do looks like a magic trick to ...

The Art of Mastering the Sales Conversation: Unlocking Success in a Competitive Market

In the past couple of weeks of sales kickoffs, I have come to realize that sales organizations don't spend time talking ...

Maximizing Impact with AI: Navigating the Future of Content Creation and Analysis

For fourteen years, I have written and published a daily post. When I started, I wrote long posts that were poorly edited, ...

Overcoming Solution Bias: Strategies for Elevating Your Sales Approach in 2024

Discover the pivotal shift from product obsession to strategic selling that can set you apart in the competitive landscape ...

The Importance of Long-Form Content in a Post Post Literate Society: Why Short-Form Isn't Enough

The Importance of Long-Form Content in a Post–Post-Literate Society: Why Short-Form Isn't Enough You and I are supposed to ...

Mastering Resilience in B2B Sales: Unlock Mental Health and Sales Success Strategies

In the high-stakes world of B2B sales, rejection and competition are not just challenges but opportunities for growth. ...

Strategies to Enhance B2B Sales Performance Amidst Modern Challenges

Every sales leader and sales manager wants their teams to hit their goals and reach their targets. But selling has never ...

Maximize Your Productivity: Master the Art of Weekend Planning with These Proven Strategies

Are you ready to transform your weekends into a powerhouse of productivity and planning? Challenge yourself to adopt these ...

Amplifying Your Presence: Elevating Your Status Among Clients

Struggling to make your mark in the competitive world of sales? Elevate your presence. Dive into proven strategies that not ...

A List of Open-Ended Questions for Your Discovery

One of the recurring complaints I hear from sales leaders and sales managers is that their sales teams don't ask open-ended ...

Elevating Corporate Sales Dynamics: A New Strategy for Team Development and Market Achievement

One reason sales leaders complain about sales training is because they believe that the training will cure their sales force ...

How to Help Your Client Make the Decision You Would Make for Them

One way to better understand the modern sales approach is by focusing on the decision your prospective client is ...

Becoming an Indispensable B2B Advisor Through Proactive Threat Assessment

A salesperson's most valuable role isn't selling—it's protecting clients from unseen dangers.

Adapting to Evolving Trends- Next-Generation Strategies in B2B Sales Discovery

Are you ready to revolutionize your approach? Step into the future of B2B sales discovery and redefine how you connect with ...

Transform Your Sales Conversations with a Library of Client Insights

What if you could walk into every sales meeting armed with a mental database of insights into why clients succeed, why they ...

Navigating the Future of Sales in a Low Demand World: Strategies and Insights

Exploring the Unfilled Sales Roles Crisis of 2021 In March of 2021, a Wall Street Journal article reported that there were ...

What Your Client Needs from You Now: 2024

Key Strategies for Meeting Client Expectations in Sales Your clients have a set of needs they expect you to be able to ...

Outsmarting the Competition: A Guide to Shifting from One-Down to One-Up in B2B Sales

Uncover the secrets of transitioning from a One-Down to a One-Up sales approach to revolutionize your B2B sales performance.

Excel in B2B Sales: Leveraging One-Up Strategies for Enhanced Client Success

Uncover the power of being One-Up in sales and learn how to outperform in the competitive B2B landscape.

Team Communication in Sales and Operations: Strategies for Success

These key strategies bridge the gap between sales and operations teams for enhanced client satisfaction and business success.

Reimagine B2B Sales Training: Sales Accelerator's Pioneering Approach Unveiled

Uncover how Sales Accelerator can tailor your approach to B2B sales, ensuring it's right for you or your team.

Sales Excellence- Navigating Challenges and Triumphs in Professional Selling

Uncover the true impact and value of sales professionals in shaping businesses and driving economic growth.

Anthony Iannarino's Six Essential Sales and Leadership Books: A Comprehensive Guide to Success

Explore the groundbreaking insights and strategies in Anthony Iannarino's series of six books, revolutionizing sales and ...

Mastering B2B Sales- The Crucial Strategy of Prioritizing Wins Over Quantity in Your Sales Pipeline

Discover how focusing on winning deals, rather than merely accumulating opportunities, is the game-changer in achieving B2B ...

Insightful Analysis of B2B Sales Trends- Navigating the Future Landscape

Discover the evolving dynamics of B2B sales in the 21st century and the strategies to stay ahead.

Unlock the Art of Book Reading- 16 Essential Rules for Book Lovers

Explore the art of reading more effectively with these 16 essential rules for every book enthusiast.

Unlock Business Success with One-Up Book Club- A Guide for Sales Professionals

Discover how the One-Up Book Club transforms sales strategies through influential business literature.

Harnessing Human Advantage in the Age of Automation: A Critical Insight

The email showed up in my inbox. The salesperson was pitching me for a meeting. I deleted the email, as I had no need for ...

Mastering B2B Sales Strategies- Guiding Clients Towards Success

Discover how leading rather than following in client conversations can revolutionize your B2B sales approach.

Navigating Client Relations: Why Saying No Can Be a Strategic Move in Sales

Discover the power of turning down the wrong clients to build a successful and integrity-driven sales career.

Elevating B2B Sales: Mastering Value Creation for Lasting Client Relationships

Uncover the secrets to transforming B2B sales experiences by prioritizing value creation over mere transactions.

Beyond the Pitch: Building Lasting Client Relationships with Pull Strategy in Sales

Push vs. Pull: Key Strategies in B2B Sales There are two strategies that sales organizations use to win a client's business. ...

Outdated Strategies in Sales Training: Ineffectiveness in Modern Sales Environments

Revitalizing Sales Training Methods for Today's B2B Markets Many sales training companies continue to train salespeople ...

Unlocking Your Full Potential: A Comprehensive Guide to Self-Development in Sales and Beyond

Explore the transformative power of self-improvement in both your professional and personal life.

Mastering Competitive Sales: A Comprehensive Guide to Winning Over Your Competitor's Clients

Discover innovative strategies for competitive displacement in sales and learn how to secure the largest clients in your ...

Maximizing Sales Success: The Consultative Approach

Discover how embracing consultative sales techniques can transform your interactions and drive better results.

Elevate Your Sales Skills: Broaden Your Reading for Success in Modern Sales Environments

Discover the secret to becoming a top-tier sales expert by diversifying your reading list – it's not just about sales books.

Transform Your Sales Approach- Aligning with Client Opportunities for Greater Success

Learn how shifting your sales focus to client opportunities can revolutionize your strategy and results.

Elite Sales Strategies- Mastering Authority and Consultative Selling in B2B Enterprise Environments

Discover how to transcend gimmicks in sales and establish real authority with our in-depth guide, Elite Sales Strategies, ...

Exploring the Impact of Long-Form Content versus Short Form Media in the Digital Era

Unveiling the depth and value of long-form content in a world captivated by TikTok and Instagram.

Mastering the Art of Modern Sales: How Innovative Strategies are Reshaping B2B Sales Dynamics

Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B ...

Regaining Deep Focus: Navigating the Digital Distraction Maze for Success

Uncover the lost art of deep focus in our digital age and learn how mastering this skill can elevate your productivity and ...

Navigating Client Rejections and Building Effective Sales Strategies in B2B Markets

Master the art of turning client rejections into successful engagement opportunities in the B2B sales landscape. The ...

A New Year Story

My friend Darren called me to tell me that I needed to take a shower and get ready for a party in the Valley at Miko's ...

Maximizing Success in New Year's Resolutions: Strategies for Staying Committed

Discover how to beat the odds and maintain your New Year's resolutions with proven strategies and insights.

On Awareness and Coaching

There are two mistakes coaches routinely make, without knowing it. Because they are unaware of these mistakes, their results ...

One-Up Salesmanship: 40 Sales Tips for Empowering Clients to Succeed

Axiom 1: Do Your Homework Beforehand Always research and understand a client's business before you contact them. This prep ...

Embracing the Writer's Journey: Daily Blogging Insights and Inspirations

Starting the Journey of Daily Blogging

Reviving Traditional Sales Strategies: B2B Sales in the Era of Social Selling and Technology

Exploring the resurgence of outbound sales methods in the changing landscape of B2B sales, amidst the rise and fall of ...

Advanced B2B Sales Training Techniques: Transform Your Sales Team's Performance

Explore our comprehensive B2B sales training programs designed to adapt and thrive in the evolving business sales ...

Christmas

I write every day, but on major holidays, I don’t write my normal 1,000 words.

Embracing Deep Reading in a Digital Age: Strategies for Intellectual Growth

Discover how to counteract the shallowness of a post-literate society with effective deep reading strategies.

A Comprehensive Guide for Consultative Sales Techniques

Uncover the secrets of effective client relationship management and consultative sales strategies for lasting success.

Mastering Modern Sales: Beyond Pushiness to Consultative Expertise

There are people who talk about sales as if salespeople still sell like they would have in the 1970s and 80s. Those who ...

B2B Sales: Embracing a Client-Centric Approach for Modern Success

There are some who believe that B2B buying and selling have not changed over the last two decades. An unwillingness to face ...

Maximize Your Sales Impact: Read for Your Clients

Most salespeople read books that promise personal or professional development. It's crucial to work on increasing your ...

Maximizing Client Retention: Strategies for Long-Term Business Growth

Discover key strategies to not only win your dream clients but also to retain and grow their business effectively.

Elevating Business Acumen: The Key to B2B Sales Success

Unlock the secrets of outperforming in B2B sales by transforming into a savvy business advisor.

Unlock Success in Sales: The Strategic Advantage of Executive Briefings in First Meetings

Learn how an executive briefing can revolutionize your first meetings, setting the stage for a powerful, trust-based client ...

Maximizing Money in B2B Sales: The Essential Guide to Boosting Your Earnings

Maximizing Earnings in B2B Sales: Beyond Friends' Success Stories Many people who want to make more money try their hand at ...

Automation, Evil Geniuses, and the End of Outreach

Discover how automation is reshaping the landscape of sales outreach, from cold calls to emails, and what it means for the ...

Revolutionize Your Sales Strategy: Mastering Value Creation for Enhanced Win Rates

Discover the secret to transforming your sales approach and standing out in a competitive market by mastering the art of ...

Navigating the Evolving Landscape of Sales Communication

Recently, I read a story on LinkedIn that begins with the writer's friend complaining that a salesperson called their ...

An Unconventional Strategy to Go From SDR to Full-Cycle Salesperson

Uncover effective strategies for SDRs aiming to progress into comprehensive sales roles beyond just cold calling.

The Canceling of the Consultative Mind: Unveiling the Dangerous Shift in Decision-Making

Discover the alarming trend that is jeopardizing the effectiveness of leaders and decision-makers, as the consultative ...

Enhancing Productivity: Strategic Goal Setting for Success

Learn to prioritize your daily goals for maximum efficiency and achievement.

Top 20 Essential Questions to Evaluate Sales Manager Candidates

20 Questions to Ask When Hiring a Sales Manager Discover the key questions to ask candidates to ensure you hire the right ...

Revealing Hidden Flaws: Challenging Common B2B Sales Practices

Uncover the surprising truths behind widely accepted B2B sales practices that may be hindering success.

Revolutionizing Sales: The True Impact of Cold Outreach and Essential Sales Skills

Uncover the overlooked aspects of sales success in the modern sales landscape beyond cold outreach.

Building Unshakable Credibility: The Key to B2B Sales Success

In the realm of B2B sales, credibility isn't just an asset; it's the currency that powers success. There are many ways a ...

Unlocking Sales Success: Why Human Interaction Trumps AI in the Modern Marketplace

Sales organizations are now connecting their artificial intelligence to other technologies to "personalize" emails to their ...

Unlock Success in the New Year- Master Goal Setting in December for a Thriving Future

December is the ideal time to set your goals for the upcoming year. It gives you enough time to be intentional about what ...

Goals People and No Goals People

One way to create the future you want is to decide what you want it to include. You can do something, but you can’t do ...

Mastering the Art of Effective Commercial Relationships: 19 Key Rules for Success

One way to improve your results in business is to develop effective connections with others, including your peers, your ...

Unmasking the Poseur: Why Being One-Up is the Key to Sales Success

The poseur looks the part: Mont Blanc pen, attaché case, tailored suit, and an excellent business card. They’re the image of ...

Mastering the Art of Sales Beyond Cold Calls- Unveiling the Key Strategies for Success

Are you the dog that catches the car?

Navigating the AI Content Surge: The Vital Role of Human Creators in a Digital Age

In a recent LinkedIn Post, a young man brags he used AI to steal the titles of his competitor’s posts. Once he had the ...

Mastering the One-Up Sales Strategy: A Manifesto for Transforming B2B Sales in the Modern Business Environment

Introduction: The Changing Landscape of Decision-Making In today’s rapidly evolving business environment, decision-makers ...

Understanding Why Sales Teams Prioritize Prospective Client Qualification

You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your ...

Why They Say No: Understanding Client Hesitation in Today’s Market

To win deals, you must recognize why your buyers don’t buy.

The Top 9 Obstacles Sales Leaders Create: How to Overcome Them and Drive Sales Success

One important belief every leader must accept is that everything is their fault. If you are shocked by this statement, allow ...

Does Your Blood Stain the Red Ocean? Exploring the Impact

There is increasing interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several sales organizations ...

Thankful for Everything

This last week, I had a conversation with a person who complained about the weather. If you have never been to Ohio, you may ...

Discovering The Trading Value Rule

My first cold call pitch sounded something like this: "Good morning, my name is Anthony Iannarino with Company Name, and I ...

Getting Ready for 2024

I know you are working on ending the year strong. Your sales manager is encouraging you to pull the last couple of deals ...

When to Fire a Client

Occasionally, you acquire a new client who turns out to be one you cannot continue working with. Your sales conversation was ...

Cultivating Success in B2B Sales: Mastering Patience and Persistence for Effective Competitive Displacement

To win your dream client, you will need patience and persistence. The most desirable clients have not been waiting for you ...

Revolutionizing B2B Sales-Beyond Names and Titles to Genuine Personalization

Transform your sales approach from overlooked to outstanding by mastering true personalization. It’s not just about using ...

Navigating the New Era: Surviving the Cold Outreach Crackdown of 2024

In a world where unsolicited emails face their endgame, discover how shifting sales strategies and embracing smarter ...

Revolutionizing Sales: Why Collaboration is the Key to Winning Big in Today's Market

Discover the transformative power of collaboration in sales, and how embracing it can turn every client interaction into a ...

Cleaning Up Your Pipeline

Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected ...

How to Avoid P2B Sales

One of my friends was helping a salesperson to leave the legacy approach and adopt a modern sales methodology. At some ...

Debunking the Myth-Sales Success Is Not a Game of Chance

Discover why treating sales like a lottery is a flawed strategy and how adopting an intentional approach can transform your ...

To Hell with Efficiency

We are consumed with efficiency. We want to produce more with less and less. As we try to keep pace with the rate of change ...

Redefining the Sales Numbers Game: Why More Isn't Always Better for Sales Managers

Discover why chasing higher activity in sales often misses the mark and learn the strategic approach that truly elevates ...

Navigating the Future of B2B Sales-Evolve or Get Left Behind

In a rapidly changing world, where B2B buying and selling grow more complex, only those salespeople who adapt by becoming ...

How to Stay Positive at Work

Every workplace has its set of problems and challenges, which can cause you to become negative about your work. Negativity ...

Conquer and Command-Mastering the Art of the Displacement Sale

"In the high-stakes game of displacement sales, learn how to flip the board in your favor and make the competition ...

Cleaning Up Your Pipeline Junk Drawer

Sales leaders expect their sales force to carefully qualify prospective clients, as they don’t want them wasting time on ...

What Kind of Client Relationship?

A few days ago, a sales humor profile showed a picture of a performer with a note saying the person was a sales trainer ...

Effortless Selling

We can divide salespeople into two types. The first type, and arguably the most common, is a salesperson who needs something ...

The New Advantage In B2B Sales

Several events and decisions have changed B2B sales in ways that harm sales organizations, salespeople, and their ...

The Value of Context Locking

One challenge in employing a modern sales approach based on providing insight is that your contacts often harbor beliefs ...

On Writing Daily

On December 28, 2009, I decided I would write and post every day. In 2010, I went to Tibet, and I didn’t take a computer ...

The Imperative of Winning

While we have been distracted by technology, a pandemic, and the new business models sales organizations have adopted, every ...

My Sixth Book Day

Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Teflon Mindset - Rising Above Others' Opinions on the Trail to B2B Sales Eminence

One day, I was sitting on an airplane, waiting to take off. Before they closed the doors, a good friend called me to tell me ...

There Is No Demand Generation

There is no such thing as demand generation. Unless you show up to work to find a long line of people outside the front door ...

Reasons You Lose Deals

You may not know why or how you lose deals, but there are a handful of reasons. Avoid the actions and behaviors that cause ...

The Value Of Creating Value

Salespeople looking to succeed must go against the current fashions in B2B sales. For reasons that are difficult to ...

Extreme Other Orientation

Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation ...

On Becoming Post Political

Politics can make people miserable, but you don’t need to allow that to happen. You don’t want politics to be your identity ...

How to Flip the Script-Turning Negative Events into Learning Experiences

According to the Sidran Institute, approximately 70 percent of U.S. adults have experienced a traumatic event at least once ...

The Resurgence of Eat Their Lunch

Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several ...

Profit Or Perish

There are a number of sales experts who believe that nothing has changed in B2B buying and B2B selling. It’s odd that people ...

Negativity in Social Media-How to Protect Your Mental Space

This year, between 3.96 billion and 4.9 billion people use social media daily. The takeaway is that a large portion of the ...

From Insight to Foresight: Crafting Strategic Outcomes

One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. If ...

Bridging the Business Acumen Gap- A Primer for Transparent Conversations

Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a ...

Leadership Mindsets: How Cognitive Biases Shape Team Culture & Performance

The way you lead affects your team. A negative leader will cause their team to be negative, while a positive, optimistic, ...

Email Prospecting: ValueMail

Every day on planet Earth, 4.7 billion people send 347 billion emails to others. This number is projected to grow to 361 ...

Tackling Negativity-A Salesperson's Guide to Thriving Amid Rejections

For as long as I have been writing here, I have written about the importance of mindset. Your mindset is critical, and ...

Proposal Cartography: Mapping the Journey to 'Yes'

You’ve been working with your contact and their team for several weeks. Most of this time has been working on adjusting what ...

Structured for Success: Sales Meetings That Boost Accountability

You cannot enforce accountability among your staff without reviewing the outcomes each member of your team self-reports. ...

Solution Design: Conducting the Solution Orchestra

One way to improve your sales approach is to treat the sales conversation as a collaboration. You and your contacts are both ...

Measure, Manage, Multiply: The Accountability Playbook for Sales Leaders

Many problems that plague sales leaders and sales managers can be traced back to a lack of accountability. Because B2B sales ...

Advanced Discovery-The Discovery Compass-Navigating Toward Value

You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will ...

From Dilemma to Deadline-A Sales Leader's Decision-Making Blueprint

If you are a sales leader or sales manager, you struggle to get everything done. You want to work with your team, but you ...

How Consultative Is Your Sales Approach?

One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, ...

On Pursuing Strategic Outcomes in B2B Sales

One way to prevent your clients from treating you as a commodity is to pursue a conversation that differs from your ...

The Challenges of Building Sales Effectiveness in B2B Sales

If you are a sales leader or a sales manager, the most important initiative is, was, and always will be sales effectiveness. ...

On The Post-Literate Society

My mother taught me to read when I was three years old. She told me she made me play school. This sparked my love of the ...

The Lock and Key-Unlocking Firm Commitments

My second book is titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. I wanted to title it The Art ...

The Art of Client-Centric Sales Questions- Transforming Self-Serving Inquiries into Value-Driven Conversations

Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven ...

Unpacking Risk: How Overgeneralizing Will Sabotage Your Sales

To make sense of B2B sales, we use concepts designed to make sense of selling and buying. These concepts are supposed to ...

Versatile Leadership - Mastering Styles for Every Sales Challenge

Every sales leader or sales manager has a dominant style, the way they lead most of the time. Leaders are comfortable with ...

The Second Meeting: Syncing Value and Needs

There are several things making it more challenging to acquire a first meeting, like the overwhelming volume of emails, ...

Read the Room-A Sales Leader’s Guide to Proactive Communication

One mistake you can make as a sales leader or sales manager is believing that you don’t need to repeat yourself. Words came ...

Sales Manager Viruses You Should Avoid

You might believe you have ideas, but the reality is that ideas have you. This is the nature of memes, as Richard Dawkins ...

The Value Audition-Earning Your Role in Their Story

For as long as anyone can remember, salespeople open a first meeting with a ploy to create credibility. To execute this ...

Revolutionize Your Sales Team: A Leader’s Guide to Transformation

There are two reasons you might need a transformation in sales. The first is that you are not meeting your sales goals. Even ...

Your Mindset Is a Choice

Those of us who are Enneagram Eights tend to be negative and angry, but we also tend to get big things done—for better or ...

Visionary Leadership - See the Future, Lead the Present

Whether you are a sales leader or a sales manager, you are responsible for the future, and you can’t create the future ...

A Set of Rules for Everyday Communication

A person with a title that gives them the authority to make a buying decision will receive dozens of emails, several ...

For Better Sales Results Look to the Past

From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales ...

The Easy Button Makes Selling Hard

One office store used the “easy button” in their promotions. They even had easy buttons available for purchase in their ...

Why I Am Still on a Negativity Fast

I created the Negativity Fast for myself because I was angry and wanted to feel better. Part of my negativity stemmed from ...

How to Speak Fluent Client

Success in sales requires you to be a good communicator. Most salespeople agree that they need to speak well, but they don’t ...
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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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