B2B sales has always evolved to address the needs of buyers and decision makers. When the external environment is stable, you might experience a period of stasis, where there is no reason to change. But when the external environment is one of accelerating, constant ...
At a recent conference, one group shared that buyers start their buyer’s journey on the seller’s website. I’ve also heard ...
Every leader wants control of their team. They want them to do the right thing, in the right way, at the right time. Many ...
The idea of a battle card is to provide a salesperson with information that might help them beat a rival for a prospective ...
In the past few days, several people have shared content touting the idea that technology can improve sales results. A ...
Your prospective client is trying to understand their problem and what they need to change to reach their desired outcomes. ...
This post will explain what you need to know about the One-Up Book Club. It will summarize why it’s necessary, how it will ...
You can lose an opportunity before you create it. There are several mistakes that can end your chance of winning your ...
You and I live in a time where the rate of change is accelerating, and this has generated stress and anxiety among many ...
Few people would argue that cold outreach is unnecessary, but there was a time when a lot of people insisted that it was ...
Several companies with revenues measured in billions confessed that the size of their company makes it easy for their ...
This post offers no explanation as to why I believe sales is broken, so if you want to understand, I recommend you read ...
So many of us try to cheat nature. Instead of doing the right thing, in the right way, at the right time, we look for ...
I received a LinkedIn message from a supposed salesperson who suggested he wanted to introduce me to a prospect. I accepted ...
The promise of the linear sales process was that every salesperson could follow it to win enough deals to hit their targets. ...
One salesperson wins a client’s business. All the other salespeople competing for the client lose the opportunity. In a ...
There are many things you can do to improve your sales results, and nearly all of them conflict with the current fads and ...
In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One ...
Most people in sales would agree that discovery in B2B sales is the top critical factor in your success. When you look at ...
If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a ...
If you were my salesperson, I would tell you to start your week on Sunday by planning your schedule for the upcoming work ...
