I wrote a book on how to close complex B2B sales titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. The book provides a deep dive into the ten commitments you need to win deals. Here is a summation of the book that will give you a structure for ...
Over time, the price you charge your client is inadequate, no longer allowing you to create the value they’ve come to expect ...
You’ve acquired a contact to act as your champion or sponsor. They are motivated to change, and they are engaged in ...
Starting today, I am posting a series of posts on B2B sales dilemmas based on questions I receive from salespeople. This ...
Pay attention to successful people, and you’ll find one single attribute they share in common. That single attribute is ...
Human beings are not rational. Instead, we have the power to rationalize our decisions and our actions. One of the ways we ...
In business, there is both positive and negative friction. The positive friction allows for the type of conflict that moves ...
Four Levels of Value There are four levels of value you might create for your dream clients in B2B sales. The first level of ...
How much a specific medium appeals to you is not a measure of its effectiveness. Believing that email is efficient is to ...
There is nothing easy about leading others, whether it is a large organization, a division of a company, or a small team. ...
Follow this link for ideas about how you win big deals in B2B sales. Read on to learn how you might lose big deals you might ...
You have already punched your ticket for this ride called “life.” The journey started many years ago, and it will end at ...
When you start in sales, you need deals. One deal is as good as another deal, a perspective that is helpful because you ...
There are times when you may feel like the right thing to do is to stop selling. No matter what you think, and without ...
The best cold call script is the one that allows you to book a meeting at the highest percentage rate. When you are making a ...
There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell ...
If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email ...
Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no ...
The prospect you are pursuing spends much money in your space. They use a great deal of what you sell. Always have, and ...
We often speak about concepts as if we understand the words we are using, and that there is a general agreement about what ...
We consistently present sales processes and the buyer’s journey as linear processes, when we depict them on a slide as a ...
