Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several companies have recently bought copies and requested a keynote speech and workshop. Displacement may be back in vogue, as there are too many companies ...
There are a number of sales experts who believe that nothing has changed in B2B buying and B2B selling. It’s odd that people ...
This year, between 5.35 billion and 4.9 billion people use social media daily. The takeaway is that a large portion of the ...
One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. If ...
Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a ...
The way you lead affects your team. A negative leader will cause their team to be negative, while a positive, optimistic, ...
Every day on planet Earth, 4.7 billion people send 347 billion emails to others. This number is projected to grow to 361 ...
For as long as I have been writing here, I have written about the importance of mindset. Your mindset is critical, and ...
You’ve been working with your contact and their team for several weeks. Most of this time has been working on adjusting what ...
You cannot enforce accountability among your staff without reviewing the outcomes each member of your team self-reports. ...
One way to improve your sales approach is to treat the sales conversation as a collaboration. You and your contacts are both ...
Many problems that plague sales leaders and sales managers can be traced back to a lack of accountability. Because B2B sales ...
You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will ...
If you are a sales leader or sales manager, you struggle to get everything done. You want to work with your team, but you ...
One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, ...
One way to prevent your clients from treating you as a commodity is to pursue a conversation that differs from your ...
If you are a sales leader or a sales manager, the most important initiative is, was, and always will be sales effectiveness. ...
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 ...
My second book is titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. I wanted to title it The Art ...
Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven ...
To make sense of B2B sales, we use concepts designed to make sense of selling and buying. These concepts are supposed to ...
