Many sales organizations use a terrible approach to negotiation, one that harms salespeople and their companies. Concessions are at the heart of this approach because many salespeople mistake concessions for negotiation. But first, let’s look at sales definitions:
One mistake weak salespeople make is pursuing clients that are easy to win but difficult to service after the deal is ...
Many salespeople believe they are selling value when they are really selling their products and their services. This is the ...
Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. ...
One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, ...
In The Only Sales Guide You’ll Ever Need, you will find three competencies that most salespeople are lacking. The first is ...
Every day we hear from individual sales reps that they get no support to improve their sales skills. We also hear from sales ...
In today’s fast-paced business environment, change is constant. While some buyers claim they would prefer a ...
Seventy-five percent of sales hires fail in their first year.
It is rare that salespeople default to prospecting, looking instead for other sales-related work. Sales leaders who worry ...
As a sales leader, I require my teams to pursue strategic clients. I discourage them from spending their time on companies ...
One reason salespeople fail to win clients is because they have a difficult time building sales trust. Business acumen is a ...
If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better ...
It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who ...
Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective ...
Sales leaders use many KPIs to assess their sales teams. These metrics help sales managers improve their results and achieve ...
Do you wish you could remember the details of your conversations with prospects and clients? The more time that passes, the ...
If you feel like something has shifted with sales communications, you are paying attention. We have more ways to communicate ...
As a new salesperson, I won three very large clients in short order. One was the state of Ohio, and the other two were big ...
Sales is the lifeblood of any organization. Without a strong sales team, it doesn’t matter how great your company’s product ...
Many B2B sales representatives believe they are consultative because they ask consultative selling questions and avoid being ...
