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Blog Category // Modern Sales Approach

How and Why to Adopt a Modern Sales Methodology

B2B sales has always evolved to address the needs of buyers and decision makers. When the external environment is stable, ...
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Your Development Plan

You and I live in a time where the rate of change is accelerating, and this has generated stress and anxiety among many ...

Five Rules to Ensure a Second Meeting

Several companies with revenues measured in billions confessed that the size of their company makes it easy for their ...

What Kind of Salesperson Will You Be?

You are responsible for what kind of salesperson you are going to be now and in the future. I am going to try to convince ...

The Decline and Fall of the Trusted Advisor

In the past, a salesperson would aspire to become their client’s trusted advisor. They wanted to be the person their client ...
Sales Manager Challenge

The 12 Benefits of Being One-Up In B2B Sales

In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, readers will find a ...

What Your Buyer Needs From You

If you believe that selling is difficult, know that buying is often more difficult. Part of what makes buying challenging is ...

What Did Your Client Learn?

In a workshop with an excellent sales force, we played a game from Elite Sales Strategies: A Guide to Being One-Up, Creating ...

The Only Technology That Wins B2B Sales

As sales tech stacks grow, consuming more time and becoming more expensive, sales results continue to plummet. Far be it ...
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How to Acquire More Client Time in B2B Sales

Leaders who push for sales velocity have things backward. Any suggestion that a salesperson should try to speed up the sales ...

Your Advice, Recommendations, and Confidence

All salespeople want to be consultative—their clients’ trusted advisor—but most are wholly unprepared to take on that role. ...

Your Buyers Changed. You Didn't.

Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before ...

B2B Sales Theory and Practice

I recorded a podcast with Andy Paul, Mike Bosworth, and Vince Beese. Andy started by addressing the idea that some people, ...

How to Capture Mindshare

In recent posts here, I have suggested that success in sales is going to require professional expertise. As the uncertainty ...

A Guide to Mastering Sales Conversation Acumen

If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better ...

Answering Your Questions About Consultative Selling

Many B2B sales representatives believe they are consultative because they ask questions and avoid being pushy. Asking ...

Why is Building Rapport So Important in Sales? (+ 7 Do's and Don'ts)

A stranger asks you for money. Do you say yes?

What Is the Modern Sales Approach?

The reason professional B2B selling evolves over time is because decision-makers need something new from salespeople. When ...

How B2B Sales Professionals Differentiate and Win Deals

B2B salespeople have been taught and trained that their company and their offerings are what make them different from their ...

How to Win Deals By Improving Your Contacts' B2B Sales Experience

B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically ...

How to Build Consensus In B2B Sales By Leading Your Prospect

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job ...
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