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Smart companies hire salespeople who already possess the attributes that are required to succeed in sales, and they know that they can’t change people. But people who want to can and do change themselves and we all posses the ability to be something more than we are. Read More

In most cases, sales processes are effective enough, just like most business strategies are effective enough. The performance gap is in the execution. Sales has never been more difficult and more complex than it is now. But the answer to the complexity isn’t process alone; instead it effective process integrated with the timeless principles that success and sales success has always built upon (pl Read More

The term “trusted advisor” used to mean that the salesperson had the business acumen to help their clients achieve better outcomes. It has now come to mean something less; namely, the false idea that trusted advisors don’t sell. Read More

If your sales are not what you want them to be (or what you need them to be), know that the outcomes that you are now getting are the result of who you are and the actions that you are taking. If you want your results to change, then you have to change. Read More

Sales people sell change. They sell a better future, a better outcome. Successful salespeople know that they sell more than a product or service; they sell change. Follow these ideas to improve your change management skills. Read More

To be effective in sales requires the ability to negotiate. But negotiation with organizations that we intend work with for years, and with whom tremendous competitive value is created, isn’t about value claiming. Instead, it is about being creative enough to create win-win deals that overcome the sticking points. Use these ideas to improve your ability to negotiate. Read More

Success in sales is dependent upon your ability to differentiate your product or service in a crowded field. More important still is your ability to differentiate yourself as a salesperson. Work on these three ideas to improve your ability to differentiate! Read More

Real influence, the real ability to persuade others, is based on the foundational attributes of success. They aren’t tactical, and they are what make you someone worth listening to. Build on these two points to build influence and persuade others. Read More

The Sales Blog is covering The Conference Board’s Senior Sales Executive Conference. This year’s theme is Sales Operations as a Strategic Revenue Growth Asset. TSB gives you the major ideas and takeaways. Read More

To succeed in sales today requires the ability to be resourceful. Advancing the sale with prospects and achieving the outcomes that you sell requires the imagination and the creativity to find a way or to make one. Read More