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Effectively navigating customer journeys requires the journeys to be treated like products that need to be actively managed, measured, and nurtured. The goal is to help the customer improve the effectiveness and efficiency of how they buy in a way that also improves your competitive position. Read More

Most customer do not have a complete and comprehensive understanding of the implications of the problem or the consequences of inaction. Sales reps must have the relationship and skills to help the customer develop that insight – this requires being perceived as a trusted advisor. Read More

Unknowns are those lurking underneath the surface that negatively impact a salesperson’s probability of winning the business - yet are never discovered or discovered too late. How can a sales rep increase the probability of identifying these unknowns? Take a look at this blog for some early warning Read More

A company cannot sustain a competitive advantage today by product and service alone; a superior sales team is required and the notion that a superior sales team can be maintained year after year without great sales managers doing a great job sales coaching is not a viable proposition. Read More

Sales reps sometimes confuse being "busy" with being "productive". They're not the same - being busy in and of itself doesn't lead to sales success. Read More

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Read More

Constant change means Sales must think and act differently to succeed. Whether you are a VP of Sales responsible for providing direction to an entire sales team, a sales manager, or a sales rep trying to figure out their next career move, a future characterized by disruptive change provides both ch Read More

Salespeople - and everyone involved in supporting a company's sales effort - must change - as the business environment is in a state of disruption. Read More

Every day thousands and thousands of salespeople must recover from some type of fumble or failure. Some stumbles are brought about by the salesperson themselves because of complacency or lack of skill. Others are due to circumstances outside their control. Regardless it is the salesperson that ha Read More

50 sales strategy tips about: building and winning customers, goal setting, sales strategy planning, customer retention, and sales team training and motivation Read More