There is a lot of talk about differentiation in sales, and almost every sales organization pursues sales in the same way, often having the exact same order to ensure there is no meaningful differentiation. The marketing folks will tell you to differentiate by sharing how ...
There may be nothing worse than churn when it comes to net new revenue growth. The more clients you churn, the more you find ...
Almost three-quarters of Americans consider themselves lifelong learners. Still, in most sales teams, the words “training ...
Stop me if you’ve heard these: “Sales training doesn’t work.” “I’m a natural at sales, I don’t need training.” “Sales ...
What if your team’s cold call close rate could be 10% or higher? With the right B2B cold calling tips and tricks, that ...
Are cold calls your least favorite part of the job? They don’t have to be. What’s the first thing that comes to mind when ...
If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really ...
What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ...
The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the ...
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...
Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly ...
On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming ...
No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...
Disclosure: Not everything in sales or buying has changed. There are plenty of fundamentals still effective and useful. The ...
As a sales professional, you’re used to selling to customers, but selling to stakeholders in your own organization is a ...
Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity ...
The four books I have written and published are really one big book, based on one big idea. That idea is that the craft of ...
Draw a perfect circle, $3,000 is on the line. Now would you rather attempt that freehand, or with a template? Easy answer, ...
There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you ...
The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their ...
We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to ...
