Selling effectively has never been easy, regardless of what you sell. In B2B sales, both buying and selling have become more complex and more complicated. Buyers are trying to decide without speaking with salespeople, and they struggle to build consensus among their teams.
Congratulations! You won your big deal dream client after pursuing them for two years. You have a signed contract, and their ...
In any pipeline, you will find many potential deals. Many records that show up as opportunities are not close to being deals ...
While I am not romantic about the past, there are several things I miss about the old days of selling. Generally, things ...
When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being ...
A stranger asks you for money. Do you say yes?
A senior leader was unhappy with his sales force because they consistently failed to meet their sales targets. To improve ...
When we say “sales is broken,” we are talking about outdated sales approaches. More sales organizations practice a legacy ...
The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large ...
When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve ...
One of the negative outcomes of the pandemic was the shift from meeting with your clients in real life to virtual. It can be ...
U.S. companies spend over $70 billion annually on training their sales teams.
My client in Cincinnati stopped me from turning on my laptop. I was preparing to share my company’s slide deck, but before I ...
Do you want to be 57% more effective at sales than your competitors?
The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. ...
A good sales manager drives their company’s success by leading their sales team and leading growth. Success is scarce in a ...
Some sales gurus will try to convince you that you need not be known, liked, and trusted to win deals in B2B sales. Some of ...
It has never been easy to lead a sales force, but it is increasingly difficult today. The idea that sales is broken is a way ...
Imagine this: One of your star reps has spent months communicating with a prospective customer. You’ve helped your rep ...
A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. While sales ...
Supply chain issues and wage growth have been pushing the Fed to raise rates faster than ever, but despite these strong ...
