No matter what your sales leader or sales manager thinks of your performance, one person’s opinion trumps anything they say. In truth, that opinion is the only one that counts, as it determines your success or failure in sales. It belongs, of course, to your prospective ...
You might believe it impossible to miss your 2022 sales goals and targets before the year has even started, but it’s ...
Some of the books that line my shelves are a mystery—I have no idea where or when I acquired them, or perhaps how they found ...
Finding decent sales training is easy. But finding the best sales training is challenging… unless you know exactly what ...
If you work in sales long enough, at some point you'll encounter a challenge so wide-ranging that you’ll think you should ...
The need for two (or maybe three) pipelines is not well-recognized by either sales leaders or salespeople, especially those ...
Imagine you are struggling to produce some result in your life or your business. You recognize that you need help from ...
There is a fundamental, though uncomfortable, truth about success in sales: selling is not something you do to someone; it's ...
There is a perennial, and mostly erroneous, conversation about the alignment of sales and marketing. The two functions may ...
The Universe can be difficult to navigate: as Paul Simon put it, “the nearer your destination, the more you’re slip slidin’ ...
When done right, a sales strategy is the driving force that keeps your sales team on track for success.
One of the more difficult things for sales managers to do well is forecasting their quarterly revenue, an exercise only ...
The concept of Level 4 value creation helps salespeople recognize what prospects and clients need from them, even if they ...
Even the best salespeople can fall into the trap of overcomplicating the process of finding a qualified lead for your sales ...
The salesperson had said all that was necessary, but because he was nervous, he continued to keep talking. He was trying to ...
Let’s try an experiment: stop reading, open your Instagram feed, and write down the topics of the first ten sponsored posts. ...
The Swiss Army Knife was one of the coolest things you could have in middle school. Who wouldn't want a knife, a small saw, ...
Some of your best prospective clients are already working with one of your competitors. They are not (yet) compelled to ...
Let’s bust a myth about direct sales. Direct selling is often seen as a more complicated sales process than the average ...
In The Black Swan, Nicholas Nassim Taleb writes about Umberto Eco's library, which was estimated to contain over 35,000 ...
The Minimum Viable Sales Stack: A sales leader I know was intrigued by the promise of better results through technology. He ...
