If ever there was a time to train salespeople, that time is now. The sales model we describe as the legacy approach repels potential customers. Many salespeople have a first meeting without securing a second one. This is evidence that the decision-maker found the ...
A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and ...
All sales organizations are pursuing their sales goals during a difficult time, as buyers expect more from their providers. ...
Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, ...
There are some sales organizations that sell to companies that are seeking to change providers. In these cases, the B2B ...
No respectable contractor would start construction on a building without first having a blueprint. Your sales leadership ...
B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically ...
To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over ...
There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more, something most ...
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes, a book by Roger ...
If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.
One element of sales performance management is conducting a sales performance review of each salesperson on your team. There ...
One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job ...
There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is ...
In sales, differentiation is critically important to success. One of the most popular business differentiation strategies is ...
There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. ...
Nobody likes rejection. It’s one of the reasons why almost two-thirds of sales reps report that cold calling is their least ...
As a sales manager, you need to report on the success of your sales team, and a weekly B2B sales report allows you to share ...
There are different types of leadership styles, and sales in particular has a number of sales management styles. Effective ...
Your success in sales requires you to engage with all types of people. Selling happens in conversations about change. ...
The discovery phase of the sales process always proves to be critical. Most salespeople waste discovery by asking the client ...
