Every seller possesses their own unique way of selling. If there are 2 million B2B sellers in the US, then there are 2 million unique sales methods that are being practiced everyday. What’s your personal sales method? What 5 words would you use to describe your personal sales style? Are you process-oriented? Data-driven? Intuitive? Creative?Empathic? […]

In the fairy tale we all heard as kids, Goldilocks famously found the balance between her porridge being too hot or too cold. Sellers are similarly challenged to strike the right balance between being less than confident and overconfident. Failing to find this balance can lead to unpleasant encounters with the Three Bears of sales: […]

What are the characteristics that make a good salesperson? Here’s what I have witnessed first-hand from decades of working with consistently good performers. The best salespeople are effective connection builders. They have an inherent respect for everyone. They understand that selling is about helping other people achieve their most important objectives. They value the time […]

Playbooks and processes that define stages and calls with a single purpose, for instance, like a discovery call, are misleading. First of all, there is no such thing as “a discovery call.” No single sales interaction serves a single purpose. If you think it does, then perhaps that’s where you’re running into trouble trying to […]

Retaining talent is one of the biggest challenges facing sales leaders. And research shows that the reason that 60% of reps leave jobs is because they “aren’t getting value from managers.” Retaining top talent and exceeding quota requires more than sales training, it requires building a culture of coaching. Join us for an on-demand webinar […]

The time of siloed working is coming to an end. As CEOs and leaders across industries look around and realize that their companies would work better if all their employees could collaborate, share information, and solve problems together, a lot of us are being told to quit our siloed ways in favor of a Revenue […]

What’s your sales superpower? Can you leap tall gatekeepers in a single bound? Fly faster than a speeding objection? What’s your one unique sales strength, your hidden power, that enables you to inspire your customers to trust you with their (choose one) a) business; b) money; c) career; d) all of the above. Have you […]

You think you’ve “qualified” your prospect. You’ve asked all of your qualification questions and they met whatever checklist of criteria you’ve established for qualification. So, you think you’re done with qualification. However, you’re not. Here’s where many sellers make a critical mistake. Have you confirmed whether the prospect has qualified you? Qualification is a two-way […]

The fact that we have different conversations with different people is an accepted fact. The way you talk to your kids is different from the way you talk to your coworkers, which is also different from how you would talk to your barista at the local coffee shop. The amount of time that we talk, […]

At the beginning of my sales career, one of my first sales managers assured me, “Andy, selling is simple. It’s not easy, but it is simple.” Well, sales should be simple. But, usually it isn’t. The most effective way to simplify your selling is to truly understand your buyer’s desired outcome for the buyer’s journey […]

Be conscious of the ripple effect in your selling. You’ve seen the ripple effect in action. Toss a rock into a still pond and the waves ripple out from the point of entry in concentric circles. It happens in sales as well. Think about a first call with a potential buyer. The challenge for you […]

Here’s a common sales problem that inflates pipelines, distorts forecasts and consumes precious time and attention from sellers and sales managers. John is working on a sizable opportunity. It would be a nice win for him and the company. The prospect is well qualified. And, in fact, supporting John on the opportunity has consumed a […]