In a recent post on LinkedIn, I noted that accounting managers rarely ask people for advice on motivating their accounts payable people. Several readers responded that accounts payable clerks need not deal with the rejection encountered by salespeople. One person piled on ...
Some people believe that selling is a job or a profession, while others believe it is a set of skills one can acquire. ...
Much objection-handling training is old and outdated. It was created and developed long ago for the way people used to buy ...
The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate ...
You often hear people talk about creating value for their clients. Much of the time, this refers to a salesperson’s solution ...
Are you hitting your targets? If not, you aren’t alone: Only an estimated sixty percent of reps hit their quotas.
Ask a salesperson if they are consultative, and you will find most answer in the affirmative. After nodding in agreement, ...
Are your team’s win rates dwindling while your sales cycle stretches into eternity? If so, you’re likely looking for ways to ...
You’re looking to learn some new sales techniques to help you crush your targets, and you’re wondering if top down selling ...
Selling is challenging enough without having to do it at a distance. While the combination of video and audio is better than ...
Once, questioning the sales process would have been the equivalent of suggesting the Earth was flat. Sales leaders believed ...
Why work in sales, My first sales job was delivering newspapers. I knocked on people's front doors and asked them to ...
Salespeople should consider two categories of strengths and weaknesses when working to improve their effectiveness. The ...
Every sales leader and their team has the primary sales objective of increasing their revenue. To achieve that, different ...
There are many variables that might influence the outcome of a deal. You might have the exact idea your client needs at the ...
When people are quietly quitting, working from home, and avoiding the office, it's important to make sure your culture isn't ...
The profession of sales continues to evolve. Over time, the role of the salesperson has been sliced into two different ...
Some time ago, I received an email from a salesperson. He introduced himself, mentioned his company, and included four links ...
If you or someone you know has sales call reluctance, you have come to the right place. I am perfectly qualified to help you ...
There is a new conversation starter in B2B selling. It is more effective than other, older conversations because it respects ...
If you look at any leader with a high-performing team, be it a college football team, an orchestra, or a sales organization, ...
