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Blog Category // Sales

Why You're Selling Drills, Not Holes: B2B Sales Insights

"No one wants your drill." Harsh, but it was the honest feedback I gave a cold caller. Here's the shift B2B sales needs to ...
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Transforming B2B Sales: Adapting to the Evolving Landscape

Discover how the B2B sales landscape has evolved and why businesses must adapt to these changes to thrive. From building ...

A Category of One in B2B Sales

Much of what you read here involves sales strategies designed to help you win your dream clients. These strategies are also ...

Overcoming Resistance: Embracing Sales Transformation in the Modern Business Landscape

There is a certain type of person we can call a non-believer. This person is something more than skeptical, bordering on ...

The Strategic Guide to Acquiring 60 Dream Clients and Outsmarting Competitors

There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of ...
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A Scale of Sales Status

We are pro-salesperson. We want you to succeed in B2B sales, which requires you to have a high sales status in your client’s ...

Why Senior Sales Reps Must Secure New Logos

It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t ...

Valuable Information versus No-Value Information in B2B Sales

One of the differences between the legacy and modern approaches to sales is the type of information they utilize, as well as ...

Challenges in Strategic-Level Selling and How to Overcome Them

Navigating the world of strategic selling comes with its unique set of challenges. For those dedicated to mastering ...
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A Warning on the End of Demand

If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book ...

Sales Outreach: Beyond Personalization to Value-Driven Strategies

Evolution from Spray-and-Pray to Ideal Customer Profile Targeting In the last decade, sales organizations moved away from a ...

Maximizing B2B Sales Success: Understanding and Reducing the Error Rate in 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their ...

Client Contests in 2024: A Strategic Guide to Outperforming Competitors

There are people who still believe that the sales contest is between two companies and their solutions. The truth is that ...

B2B Sales: Why Mastering the Art of Decision-Making Outshines Offering Solution

If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the ...

Steal Your Competitors' Clients: The Ultimate 60 Target Strategy for Dominating Your Industry

There is something better than leads. In some industries, you are better off with a strategy built on a list of targets. ...

Sales Success: Master the Art of Consultative Selling and Outshine Your Competition

It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being ...

Mastering Sales Leadership: 10 Essential Tactics to Crush Distractions and Elevate Your Team's Result

Sales Leaders' Focus: Enhancing Sales Force Performance and Achieving Sales Goals Sales leaders need to focus on their sales ...

9 Questions B2B Sales Leaders Must Answer 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over ...

A List of Failure Points in B2B Sales Conversations

There are several potential failure points in B2B sales conversations, and sales leaders pursuing net new revenue will need ...

B2B Sales: Mastering the Buyer’s Journey with Unconventional Wisdom

Imagine you are responsible for surveying the entire population of buyers to assess where they are in their buyer’s journey. ...

Evolution of a Sales Professional: Key Strategies for Growth, Skill Enhancement, and Achieving Sales Excellence

You can’t improve your ability to sell by reading a book. Learning to sell requires you to sell. This is very much like ...
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