If the B2B sales cycle is a marathon, Q4 is the final half-mile.It’s a time of triumph, defeat and resiliency — and when you’re in the middle of this race, it’s difficult to find time to reflect
Checklist to Close the Quarter & the Year
’Tis the season of the double-edged sword.On the one hand, it’s exciting to look forward to the holiday season
Three Keys to Successful Sales Negotiations
When you hear the word negotiation, what comes to mind?It likely conjures images of your CRM, a ring light shining in your eyes, a giant cup of cold brew and a computer monitor covered in sticky notes
The Value of Thinking Like an Executive
As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.Last week on my drive to the office, I ended u...
Creating Anxiety Without Going Over the Edge
The pressure on Olympic athletes is staggering.One false start can send a sprinter or hurdler home
O-P-C: The Framework for Asking Thoughtful Questions
Pitchverb; gerund or present participle: pitchingto throw or fling roughly or casually."He crumpled the can and threw it into the alley
The First Step to Selling Higher: Be Real
When it comes to digital experiences, B2B buyers are drifting through a sea of sameness.In his opening keynote for the recent Gartner CSO & Sales Leader Conference, Brent Adamson shared a shocking statistic: 64% of B2B buyers...
Busy Sellers ≠ Sales Results
Remember the old adage of the elevator sales rep?The long and short of it is this: An elevator company hires a salesperson
Why Your Revenue Pipeline Has Run Dry
It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities