Six Traits of Successful Sales Professionals

  Everyone involved in developing and managing a sales team has asked themselves the nature or nurture question: are top sales professionals made or born? Do we need to recruit for innate qualities or can... Read More

Failure is Part of the Journey

  I just finished reading a book by Jia Jiang called Rejection Proof, How I beat fear and became invincible through 100 days of rejection. The basic premise was that Jia would put himself in situations where he would get rejected and then discuss what he learned. He did crazy things like borrowing $100 from a stranger or asking the Southwest Airlines flight attendant if he could make the announcements. Each time he got rejected, he learned something and shared his knowledge.   Truth be told, I saw Jia speak at a Selling Power Conference in San Francisco. After seeing him talk, I decided to invest in buying his book. I learned one key lesson... Read More

Staying Aligned With the Buyer’s Journey

  Misalignment between the buyer’s and sellers’ processes is a major issue for today’s sales professionals. Life has changed for both buyers and sellers due to COVID-19. Many organizations added several steps around the financial... Read More

Bringing a Prospect to You

Your sales professionals continue to build their pipeline by following up on company-generated leads and contacting existing customers. However, they become frustrated by the limited access they have to decision-makers. Each day begins with a... Read More

How to Build a Value-Based ROI Presentation

  Building a value-based ROI presentation doesn’t have to be hard.  Follow these easy steps and you’ll soon have a presentation that sales reps can consistently use to present the quantitative value of your solution... Read More

Why Discovery Isn’t Enough to Drive a Sale

  What is the future of business-to-business selling? Even before the events of 2020 shredded business models and projections, too many companies had overpromised and underdelivered across industries, including communications, healthcare, information technology, and financial... Read More

The Missing Piece in Value Selling

  Do you really know what your prospects are looking for? Do you know why they’re looking in the first place? Were you told by your development group or marketing department why your prospects buy... Read More

Cloud-Based ROI Calculators Bring Decision Makers to You

  The challenges of chasing leads and building pipelines in today’s business environment sometimes make me wonder why I ever chose sales as a career—we all follow up on company-generated leads and contact existing customers.... Read More