Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are two forces, however, that have disrupted sales. The first is the collection of changes in our environment over the last two decades. The second ...
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 ...
This question is often posed: Who are the best salespeople? The answer is salespeople who are One-Up. If you want to improve ...
You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the ...
Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you ...
My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they ...
At a company event, two engineers were elated to share that two of their dream clients had downloaded a lead-generation ...
Do you have login fatigue? I know I do.
How confident are you that your sales team can meet your KPIs this quarter?
It would be more difficult for me to share my version of a modern sales approach if the Challenger approach didn’t exist. ...
One of the ways we make trouble for ourselves and others is to categorize and rank things. Our strong tendency to rank, ...
Occasionally, someone asks me about transactional selling strategies. Most of the time, they are suggesting that I have not ...
The root cause of nearly all the price objections is not creating enough value in the sales conversation, while also failing ...
In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they ...
In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Those ...
Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that ...
Success in sales results from a relatively small number of skills. These skills make up the fundamentals of B2B sales. By ...
