(888) 815-0802Most everyone is familiar with the concept of a vicious cycle. It’s a repeating series of connected events in which each cycle reinforces the negative outcomes of the previous one.) Unfortunately, I often see salespeople who are stuck in a variation of a vicious cycle, that I call a Vicious Sales Cycle. A Vicious Sales […]
Stop making sales more complex that it needs to be. Here’s an example of that. I frequently get questions from sellers about how best to connect and build rapport with buyers. I turn the question around. I ask them “Did you ever learn how to make a new friend?” I’m sure that you know how […]
Are you making the false choice between learning and doing? Many sellers do exactly that. I was once asked if the reason that more salespeople don’t invest in their own development was that it was difficult for them to make the connection between investing their time to learn and their professional successes. In other words, […]
“In all affairs, it’s a healthy thing now and then to hang a question mark on the things you have long taken for granted.” That’s from the famed philosopher, Bertrand Russell. This especially applies to sales. We’re stuck on paradigms of how we sell, how we train and develop sellers and how we manage and […]
I read so much nonsense about relationships in sales. You’ve probably noticed that I’ve been writing about this more recently. (I admit; I get triggered by it…) The problem many writers and commentators have is that they can’t get past a single definition of a “relationship” as an “emotional bond between people.” (AKA a friendship.) […]
It’s a cardinal sin to be boring in sales. It’s not your value proposition that’s initially interesting to your buyer. It’s you. Creating a working connection with a buyer, or a human, demands that you demonstrate a sincere interest in them as a person. It also demands that you be interesting to them in return. […]
Sellers have to invest the time and effort to think about their future and anticipate what it will hold for them. How will your markets, buyers, companies and careers be disrupted and transformed by rapidly changing technologies and evolving buying behaviors? What will you have to learn today to be ready for tomorrow? I’ve spent […]
Your victories and failures do not define you. Unless you let them. In sales, we experience victory and failure in roughly equal measures. It’s the nature of the beast. All of our victories, and failures, are transitory. The joy and pain equally fleeting. If you hit quota one month, on the first day of the […]
It seems like hardly a day goes by without reading some nonsense online about why relationships aren’t important in sales. Anyone who says relationships are unimportant in selling is wrong. It seems clear that they don’t understand what a relationship is. Let’s keep it really simple. A relationship is defined as the way two or […]
What’s your buyer’s ROI on the time and attention they invest in you? B2B buyers want to make purchase decisions faster. Up to 40% faster according to one study. What’s holding them back? Empty, valueless sales touches that don’t help the buyer make progress toward making a purchase decision. Take a second here and estimate […]
I was thinking about my friend Don this morning. Years ago Don and I swam in the same Masters swimming program. We often swam in the same lane; though he was faster than I was and I usually spent the entire workout chasing his feet. Don is a successful entrepreneur and a very positive thinker. […]
Here’s something to ask yourself. Are you afraid to change? Consider this quote from WH Auden’s long poem The Age of Anxiety: “We would rather be ruined than changed. We would rather die in our dread Than climb the cross of the moment and see our illusions die.” Auden accurately captured the state of B2B […]
About the Author
Andy PaulRevenue.io
Bestselling author of Amp Up your Sales and Zero Time Selling, Andy Paul is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. With more than 170,000 followers, Andy is a highly sought-after speaker and sales sage who interviews the world’s foremost sales minds and extraordinarily interesting people to bring you strategies and insights that you can use to generate epic wins and massive value.