Most of the activities around sales are necessary (some more than others) but don’t improve your sales results. Sales results are only generated by creating and winning new opportunities. You can easily spend too much time on things outside of opportunity creation and ...
Much of the time, those of us in B2B sales find ourselves competing with a rival for a client. Someone wins, and someone ...
The whole social distancing thing hasn’t been great for salespeople or their clients. But the distancing started long before ...
Every deal needs to create value for both the client and your company. There is no reason to trade value without capturing ...
It is a difficult time. It’s hard to make sense of the senseless. Here, I am going to endeavor to share something of value ...
There is a difference between your weaknesses and your liabilities. When people tell you to focus on your strengths and ...
Of all the things salespeople worry about, a competitor who competes on price tends to be very high on the list. The less ...
You have been—and are still being—conditioned. You have beliefs and behaviors that have been installed in, like an operating ...
Selling is a complex, dynamic, human interaction. Most people—including most salespeople—don’t find it to be easy, starting ...
Now that many people are working from home, there is a greater need than ever to be your own boss. There is no one there to ...
As this crisis continues, I use the Kübler-Ross Grief Cycle to explain to leaders and salespeople exactly how to speak to ...
Regression is easier than growth.
You don’t want to be a vendor. The word suggests that you offer something for sale, like a vending machine. You also don’t ...
Robin Dunbar is a British scientist. You may recognize the name if you are aware of one of his primary insights, something ...
There is a push for more people to work from home, the proponents suggesting it is better for the company, better for the ...
Forces hiding in the shadows are now making moves that threaten you. Anonymous sources are reporting on their actions and ...
What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your ...
This is no time to shrink. It isn’t time for you to allow yourself to get small. Even though the world has been on fire for ...
You have a specific experience. Let’s assume it is a negative experience. You have to communicate this experience, so you ...
A checklist does not only tell you what to do to create a specific result, but it can also put things in the right sequence. ...
Occasionally, after a salesperson has tried to acquire a meeting with their dream client, mostly having used email as the ...
