The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think of the poor soul who would have to endure their writing. The goal was to improve their writing. My first editor once told me that if someone could ...
The different types of sales include B2C (business to consumer), B2G (business to government), and B2B (business to ...
When it comes to competition in sales, there are two conflicting ideas. On the one hand, there is nothing you can do about ...
In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, you will find one of the most powerful sales ...
There are several types of sales. Some salespeople sell to consumers (B2C), while others sell to government entities (B2G). ...
Forty percent of people respond better to visual information than plain text.
The reason professional B2B selling evolves over time is because decision-makers need something new from salespeople. When ...
In 2010, I said that “Negotiation is the art of the deal.” And it’s still true today.
There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales ...
Having the best product or solution on the market isn’t enough to close more deals. You can have all the best features and ...
B2B salespeople need to create a pipeline of new opportunities to achieve their goals. To do this, the salesperson will need ...
In sales, it helps to be known, liked, and trusted. Anyone who argues against the idea that salespeople no longer need to be ...
B2B salespeople have been taught and trained that their company and their offerings are what make them different from their ...
Many of the older, outdated sales approaches forbid salespeople from answering questions about price. These approaches ...
"Whoever is in a hurry, shows that the thing he is doing is too big for him." —The Earl of Chesterfield For as long as ...
A party isn’t a party if no one shows up, and your sales funnel isn’t a fun place to be if you don’t have any leads or ...
Sales leaders and managers demand their teams capture their activity and opportunities in the CRM. (This tool could probably ...
It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case ...
Most sales organizations train their sales teams. Fewer train their sales leaders, even though the evidence suggests sales ...
Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the ...
A flywheel is a mechanical device used to smooth out energy in combustion engines. It's also a heavy wheel used to oppose ...
