How Sales Really Works

How Sales Really Works

There are two methods of starting a sales conversation. The first way to start the conversation occurs when a salesperson calls a prospective client to ask them for a meeting to talk about how their prospect may improve their results. This is called outbound, cold outreach, ...

On the Lack of Sales Culture

Without a sales culture, you will experience results that are less than they should be, including the net new revenue that ...

Strategic Narcissism and Strategic Empathy

Most of our approaches to sales can be compared to what LTG McMaster (U.S. Army Retired) describes as strategic narcissism: ...

Does Cold Calling Still Work? 7 Revealing Statistics

Customer expectations change. Technology changes. Sales changes. Yet, cold calling remains. Should it, or is it finally time ...

Cold Calling Examples: 3 Scripts to Close More Deals

Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this ...

4 Amazing Sales Training Videos for New Salespeople

How effective is video training? Pretty darn effective, it turns out. Learners remember an average of only 10% of the ...

On the Importance of Why Change

Much of what you read here comes from my experience selling and leading a sales force in a highly commoditized industry. In ...

How to Sell Through a Recession

CNBC Headline: The Federal Reserve on Wednesday raised its benchmark interest rate by half a percentage point, the most ...

When Leaders Fail to Lead

The sales leader was stunned by the idea that she was allowed to make her sales team prospect. This was news to her, good ...

The 7-Step Sales Prospecting Process to Close Any Deal

Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more ...
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