Over the last twenty years or so, we have spent a lot of time and money using technology to help salespeople improve their efficiency. Some of these technologies have become central to how we operate in sales—the CRM, for instance, has allowed us to better manage our ...
In a digital computer, one thing happens at a time. In an analog computer, everything happens all at once. Brains process ...
The idea of velocity in sales is about being efficient during the sales conversation to win deals faster. There is no doubt ...
Sales enablement has more than its share of fashions: every season, there is some new offering or idea designed to capture ...
The greater the overall value of the deals in your pipeline, the less you will need to rely on any one single to reach your ...
There are thousands of posts here about how to create and win new sales opportunities, many of which explain what you owe ...
For a very long time, we used a small set of sales weapons to create and win new opportunities. Over time, we developed new ...
From time to time, you are going have a client who doesn’t pay their bills on time, or who may try to avoid paying them at ...
Over time, you evolve. You grow and you change. You become someone different from who you once were. Some transformations ...
One challenge many salespeople face in adopting a modern sales approach is the fear of insulting their contacts by sharing ...
More often than not, the contacts at your dream client companies will work from a set of assumptions—a lens through which ...
Developing Your Character There aren’t many professional roles where much of the result is a referendum on a single person ...
One of the reasons you procrastinate is because you have burned in a pattern of procrastination. But there’s good news: once ...
We can break the care and feeding of a sales force into a few large categories, each of which includes several elements that ...
There is an endless number of potential futures in front of you. Of the endless possibilities, there is a limitless number ...
Not everyone wants, needs, or values the product you sell or the results you deliver. Persistently pursuing these ...
When your business model offers high trust, high value, and high caring, you are going to struggle to acquire clients who ...
The Go-Getter gets because they go. The No-Getter gets nothing because they go nowhere.
The salesperson was deep into the sales conversation with his prospective client. He was talking with the primary ...
You should never be surprised by routine objections, concerns, and challenges in the sales conversation. The fact that you ...
Many fields establish best practices: when professionals have pursued an outcome over a long period of time, they often find ...
