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 manager have different results? Both salespeople sell the same thing, to similar clients, at the same price. If one salesperson complains about an ...
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.
"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for ...
The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and ...
Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are ...
Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to ...
In the book The Challenger Sale, the relationship salesperson scored poorly. What most readers didn't realize was that the ...
Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions ...
There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years ...
Your path to revenue growth begins with your ability to fill the sales pipeline. Without a full pipeline, growth isn't ...
