When does your sales process end? Maybe it’s too soon. If you think it ends when you close the sale you might be missing a huge opportunity! What’s that? It’s the chance to deliver true business value (as seen by the customer). Unless you’re selling precious metals on the commodity market, your customer bought from Read more

Most, but surprisingly not all, B2B sales organizations follow some sort of sales process. And much has been written about the buying process used by our customers (more recently referred to as the buyer’s journey) and aligning the two. But are they really even two separate things? The answer is yes, at least the way Read more

You sell a product or service that requires some level of configuration or customization. You’ve just engaged with a prospect. You determined during the first sales call that they are considering buying what you sell or better yet you’ve provoked them to consider it. Now you’re excited because it looks like you’ve got a good Read more

Salespeople are under a lot of pressure to make quota every month, every year and then the year after that. And quotas keep going up! It’s just the nature of the business. After all, hitting our sales target is the key measure of professional success, not to mention financial and job security! So it’s understandable Read more

Does your sales organization operate in what I call “a culture of chaos”? It’s prevalent with teams I have worked with over the years. Here are some of the symptoms: Sales meetings and reviews happen on an occasional irregular basis (if at all!); Sales Managers would like to coach their salespeople more, but they “just Read more

To be successful in sales we need to put in the work. We have to have the skill and discipline to consistently and effectively execute our sales process. We must be persistent, possess a strong drive to win, be goal and achievement oriented, be resilient to setbacks and challenges, the list goes on. These are Read more

Early one recent morning I was reflecting on the personal and professional impact reading has had on me and set out to write a post about it. Coincidentally, that very same morning I read this post by Anthony Iannarino. So I figured no need for me to write about it. But then I saw another post by Read more

By now we’ve seen tons of advice from true sales experts about the importance of developing a value proposition and messaging that is focused on the customer, not us. You’d have to be living under the proverbial rock to not know this. I know this advice is too often ignored; product pitches still rule the Read more

I’m going to start with a caveat. I’m no expert when it comes to AI; far from it. But I am intrigued by it’s exciting possibilities for increasing efficiency and (perhaps) effectiveness of our sales efforts when applied smartly. We are now seeing a wave of articles about the promise of this emerging technology as Read more