What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is it some seemingly new approach that is really an old pig with touched-up lipstick? While it's important to practice a consistent approach, it’s more ...
When a client removes you as a partner and replaces you with a competitor, it’s because they believe you are not providing ...
The legacy approach most salespeople still use focuses on asking prospective clients about their problems. Some believe each ...
We sometimes reduce a strategy to a brief description, without providing a deep enough explanation to communicate how and ...
The average American company loses 23-30% of its customer base each year, which means you need to be constantly finding new ...
Our culture worships efficiency as the high mark of civilization. We bemoan any Amazon order that doesn’t hit our porch ...
You are a modern leader, one smart enough to engage your team, improving their plan by allowing others to contribute to ...
A long time ago, I formulated a rule for prospecting—the Trading Value Rule—that extends far beyond acquiring a meeting with ...
In the article linked below, Brent Adamson, VP of Gartner, offers you a view into the changing world of sales and marketing ...
In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you ...
Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% ...
Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to ...
Ah yes, the scripted sales call from an unknown number. The discomfort is palpable: you can hear the salesperson’s lack of ...
When there is no difference in the client's experience from one salesperson to the next, the client has little to prefer one ...
A salesperson who doesn’t sell is no salesperson at all—even if they have a nice eggshell-creme business card with a title ...
One reason that sales organizations struggle to generate revenue or growth is because they have a low-resolution view of ...
You need to reach your dream client to schedule a meeting and create a new opportunity. You email on Monday morning, waiting ...
As the world continues to change, we know that we must change with it. But it’s often difficult to recognize when it is time ...
Seven Strategies to Energize Your Productivity Work in ninety-minute blocks. Ninety minutes is enough time to complete many ...
If your sales reps had an expertly crafted, clear-cut sales process, how much would their sales performance improve?
Sooner or later, you will have to address difficult issues or situations with your clients—even the genuinely nice, mature, ...
