It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Nor is the contest between their solution and their competition's product or service. Instead, it's a contest between the ...
You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply ...
When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with ...
You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...
A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The ...
The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...
In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...
Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility ...
Selling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same ...
A salesperson walks into a prospective client's office alone. They engage in a conversation with a contact or several ...
Sales Leaders and Sales Managers invest in many things they believe will improve their results. Many, if not most, of these ...
The idea behind needs-based selling is knowing what your client needs. Once you understand the client's needs, you position ...
In the sales world of the past, you would have made a single cold call to a prospective client. Most of the time, you failed ...
A cold call is any call you make to a prospective client who isn’t expecting to hear from you. Some percentage of ...
This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder ...
For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people ...
Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to ...
In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the ...
Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or ...
One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective ...
This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.
