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The devils in your deals are ruthless. They will disrupt your deals and ruin your chances of winning given even the smallest of openings. The worst of which is the devil of believing you know something that you don’t know Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to them. And of course they are right. Right Read More

Two metrics that you need to capture to understand how to reach your sales goals are your average deal size and your churn rate. These two undervalued metrics do much to determine how you go about reaching your goals, and they cannot be overlooke Read More

When developing a plan for operating a sales territory or chasing down a specific opportunity, both the Solution Selling and Consultative Selling frameworks have proven their value. I am far from alone in being a huge fan of the underlying concepts and best practices. These approaches and combinations thereof have supported the transformation of legions of “wannabes” into legitimate sales professionals Read More

We continue to explore the BANTER approach. As we look at Need and Timelines, it is important to remember that at the end it comes down to how you execute Read More

Ever make a sales call that went really, really well? That covered more topics than you had planned? All of which advanced your quest to deliver still more value to your client? (And increase your revenue?) But left a major new opportunity virtually un-discussed Read More

Sales metrics lie; they don’t tell the whole picture. To make sales metrics more useful—and honest—add qualitative information, ignore single metrics, and measure outputs instead of inputs Read More

Your opportunities have a relatively short shelf life. You have to focus your efforts on moving your deal from target to close before that shelf life expires. Pay attention to these three big ideas to keep on track Read More

There is an upside to sales as a science. You are in control! You can master the steps and skills needed to consistently succeed. You just have to be willing to.. Read More