The words “create value” are used so often and in so many different contexts that it can be challenging to know what it means—or what you are supposed to do to create value. I have written about something I called Level 4 Value Creation to describe a way of thinking about ...
There are two primary strategies for successfully pursuing different contacts within your dream client’s company. One ...
It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should ...
Everything is important, but not everything can most important. When it comes to metrics, more is not always better. There ...
The word “secret” suggests that there is knowledge available to others that is somehow unavailable to you. There are no ...
The following list of principles is a short guide as to how you might think about B2B sales now. The list and the principles ...
Each of us is a prisoner to our beliefs. Our beliefs shape our interpretation of reality, as well as what we believe is good ...
You’ve had a meeting or two with your dream client. They’re engaged, and you have developed an excellent understanding of ...
There are ideas a sales leader must refuse. Allowing these ideas to take hold can decelerate growth, distract the sales ...
If you want better results than you are generating now, you have to pay for them in advance. Paying for them means first ...
It is crucial you develop a theory as to why your dream client should change. If you are professionally, persistently ...
One of the reasons you may not be generating the results you want is because you are treating your job as if it is a job. ...
If there is one thing I see salespeople do that harms their results, it is believing they can sell over email. Because they ...
You may not like what you get, and you may not like what you pay, but you will always get what you pay for.
Time management is critical for salespeople. Yet many salespeople struggle because they want to be available to their ...
Your company is not always going to execute as well as you want, or as well as your clients expect. Some salespeople feel ...
When you miss your sales forecast or goal, there is almost always a deal or two (or three) that pushed, prospects that ...
The name of this web property is thesalesblog.com, and naturally, I write a lot about sales, sales management, sales ...
In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage ...
I had brain surgery 90 days before I went back to working in my family’s business. At the time, I was not allowed to drive, ...
It isn’t easy to be a failure. Failing isn’t an identity. However, it is quite possible ways to fail, and in some cases, ...
