For most of us working in a sales role, the end-of-year is a crazy time. We’re busy closing the quarter, and often, the fiscal year
The Top Five Sales Lessons of 2021
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
insightful open-ended sales questions
Insightful open-ended sales questions keep you i control of the sales conversations. Imagine you have the meeting
How to Avoid the Agony of Defeat
Growing up, I remember watching the long-running TV series, “The Wide World of Sports." The opening preamble was legendary: “Spanning the globe to bring you the constant variety of sport
3 Ways to Increase the Effectiveness of Your Linkedin Network
Too many sales executives get caught up in their Linkedin numbers, the followers, the contacts, the likes - but a network, like everything in sales, should be measured on its ability to produce results. To get the best result...
Future Proof Your B2B Revenue Generation With Design Thinking
Say what you will about Elon Musk, anyone who has ridden in or driven a Tesla will tell you how the 'entire experience' is just better. The sales model is different - gone are used car salesmen and dealerships stretched acros...
If You Don’t Discuss ‘Value’, All You Can Do Is Talk ‘Price’
“What’s the impact your solution will deliver to your prospect?"That was the question that I asked a sales rep during a recent opportunity review
There Is No Silver Bullet for Prospecting…Or Is There?
Every executive I know tasked with hitting a revenue target has the same challenge - getting more qualified leads into the top of the funnel. And just like the rest of us, they all hope there is a silver bullet to effective p...
Thinking Small Generates Small Results – Think Like a Consultant
If you’re in sales you probably think about selling something, right. After all, that’s what you’re expected to do
