Both buying and selling are becoming increasingly difficult, especially when decision-makers and decision-shapers must navigate disruptive events that make certainty a challenge. I’m sure you have seen this inside your own company, as well as at…Continue Reading
I have resisted writing about COVID-19 and our global pandemic for quite some time, as it already dominates the 24-hour news cycle, giving it too tight a grip on our attention. However, over the last few weeks, some conversations have shown how…Continue Reading
Improving your sales results means helping your prospective clients in a more meaningful way, a way that is more valuable to them. Even though your solutions will no doubt help them, they’ll only derive those benefits if they decide to buy from…Continue Reading
After I wrote a post on order-takers, a reader asked whether I believed that all workers with certain titles qualified as salespeople, or whether I believed that only a hunter role makes one a legitimate salesperson.
It’s a fair question:…Continue Reading
Around this time every year, salespeople start to let up. They take their foot off the gas, and even though they may not actively pump their brakes, they allow themselves to coast to the finish line. The holidays, they think, will interfere with…Continue Reading
One easy way to miss your sales targets is to believe that the amount of potential revenue alone indicates that you have enough coverage to reach your goal. That single indicator ignores too many other factors that might decimate the revenue…Continue Reading