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Having the pipeline filled with the right things in the right proportions will give you choices should you encounter a challenging prospect. If you have a thin pipeline, few opportunities, less than was your conversion rate suggests you should have you will have choice and options removed from your control Read More

Demonstrating value to a buyer is the starting point. To win sales and customers today, you need to be able to demonstrate and deliver impact for a buyer to take action Read More

Value propositions are great, but still have to be used with care. You want to ensure that you are using them to build and communicate value, not as "pitches" Read More

One of the easiest way to get people engaged is involving them more directly and emotionally in the process. Trading, and allowing the buyer to gain through the process gives you the perfect opportunity to do that Read More

Sales managers can't put themselves above the fray. They should be
involved in all aspects of their team's success, including training.
Read More

Sales is a metaphor for a number of things in life, sports, art, sex, you name it. But in the end when you look at sales as an art form, executed by an artist, you can't help but think that sales is itself a metaphor Read More

Is the debate on sales being art or science limited by the fact that science has little similarity to sales. A better comparison would be music or another art form, where you can look at the classics vs. the modern, and the constant back and forth between the two Read More

While ego and expertise are important in sales, they can also get in the way. The challenge for many is they let pride get In the way of engagement. Rather than asking for and about the obvious, they make assumptions and fail to ask questions that could lead to success Read More

Thinking out of the box is key in sales, everybody talks about it few do it. You can test you "out of the box" abilities, and see if you talk about it or really do it Read More

Churn is a reality for almost everyone in B2B sales. Failing to account for them in your planning could leave you short despite your ability to deliver on your "stated goal" Read More