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Someone or something always comes out on top. And as you might guess, it’s true for the financial analysis and justification a sales rep can prepare and present. Internal Rate of Return (or IRR) enables a rep to use a single number to demonstrate the compelling wisdom of investing in his or her recommendations. IRR is one big, bad differentiator Read More

Are you up to here with “just enough” and “almost there” activities? Daniel Waldschmidt shows you how to get ahead by mastering the art of the outrageous 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

Are you looking for a competitive advantage? Google is an invaluable resource for B2B sales! Here are some of my favorite advanced techniques for finding your next prospect… fast Read More

Think about your important contacts. Think about how much time and attention you’d really like to be able to devote to each one. The pragmatic fact of the matter is you’re forced to ignore every one of them most of the time. Ouch!! 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

Had a lunch meeting with a sales exec this past Friday, a prospective client. A colleague brought us together and it was the first time I’d had contact with the man. Ever leave a meeting and have this feeling that the other person was somehow different/unique/better in some way, but couldn’t quite put your finger on why? That’s the feeling I’ve had all weekend and it finally hit me why I felt that way 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

There is no universal deal template and no single solution to winning deals. Your company expects you to know when you are off the roadmap, to be resourceful enough to achieve your outcome anyway, and to get help when you need it Read More

Have any habits that might annoy your customers? Have any bad habits you thought you had dropped, but haven’t? The answer, of course is, “Yes.” Here’s a quick video to help stay focused on your not-so-spiffy behavior patterns Read More