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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

“If I have seen farther than others, it is because I have stood on the shoulders of giants.” — Sir Isaac Newton

Be humble and find a giant to stand on Read More

Your sales results are the result of what you believe and how you act on those beliefs. At the halfway point of this year, let’s do some checking in Read More

Back in January, I realized I was wrong about proposals. I don’t do them anymore. I admonish clients and colleagues when they talk about writing one. A Recommendation Summary, while extremely similar, is profoundly different. And it’s much more than semantics. As an outsider, I humbly submit my proposal for possible consideration by the all-powerful decision maker to whom I must defer. As an insider, I offload the tough task of preparing a set of recommendations to address a pressing issue from the harried, overworked customer executive and am appreciated as a high-value team member Read More

There are a lot of things that seem beyond explanation in this world, and would seem to be supernatural or paranormal. It goes without saying that this extends to sales as well, where many things sales people do can only be explained as being paranormal. Trevor Stevens takes a humours look at some Read More

Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More

WARNING: If you hold one of more of the following opinions, reading this post will be a waste of your time:

1) I can’t keep up with all my e-mail as it is, so I am NOT going to set up an RSS Reader that will only flood me with more stuff I don’t have time to read

2)Blogs, LinkedIn, Twitter and other social media tools are not useful B2B sales tools

3) I’d start a blog, but I can’t think of anything to write about Read More

Understanding how and why you lost an opportunity is the first step to making the improvements that will allow you win future opportunities. This short list of places your opportunity when it died will help you identify the steps to keep you from losing other Read More

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