I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes, a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating ...
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 ...
There are two dominant selling model being practiced by B2B sales organizations and sales professionals. The most prevalent ...
The B2B leads that show up in your CRM courtesy of your B2B marketing function and their marketing strategy are not ready to ...
There are all a lot of titles for sales professionals, including account executive, account manager, sales representative, ...
Occasionally, even successful salespeople find themselves in a sales slump, where their pipeline isn't working as well as it ...
Most of the time a sales organization’s success depends on its sales force having a high level of sales effectiveness. In ...
In any human endeavor you find mastery, you find organizations and individuals who place a high premium on continuous ...
B2B sales reps spend a lot of their time creating new opportunities. Some are fortunate enough to have a steady stream of ...
Territory mapping is an important component of sales performance management. The optimal sales territory mapping for your ...
To achieve different outcomes inside the sales conversation, you need to ask different questions. Because it is helpful to ...
