There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]
5 Ways to Land Big Sales in a Recession
Recession, downturn, stagflation, inflation…Economists and weather forecasters are the only people who get so much leeway in their predictions. The rest of us have quotas, […]
Is Your Sales Strategy Properly Aligned with Your Business Strategy?
We might think that a sales strategy and a business strategy are synonymous — but the savvy leader knows they are not. They should, however, […]
Price Is No Object
We all deal with it, worry about it, and anticipate it before landing big sales: price resistance. If you had a dollar for every time […]
Look for the Eel in Your Next Big Sales Deal
EelNoun 1. (sealife) a snake-like fish with a slender body, proverbial known for its slipperiness. 2. (business jargon) the gatekeepers, deal spoilers, and nay-sayers at […]
5 Ways to Close the Big Deal
There’s an old adage that children and animals can both smell fear. We think it is every bit as true for buyers. When you show […]
3 Ways to Make Change Happen So You Can Land More Mega Deals
An old adage says businesses don’t get better by chance, they get better by change. However, change — to our value frameworks, strategic selling processes, […]
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now
One of the responsibilities of leaders is to help their teams not only plan for the future but anticipate it. We spend a great deal […]
What Sales Consultants Say About Handling Pushy Customers
The pushy customer is a sales team’s worst nightmare. But with the right sales training and coaching, pushy customers aren’t obstacles — they’re opportunities. A […]
Why Price Isn’t the Biggest Factor on Big Deals
We may think that to land the biggest deals, we need to propose the best prices. However, every top seller knows that price isn’t the […]
The Big Question in Selling: How will 2022 be different from 2021?
Dear Friends, The big question in selling for me has been: How will 2022 be different from 2021? I have spent a lot of time […]
3 1/2 Sales Lessons from 2021
2021 shows us there has been a dramatic shift in the selling process and value proposition calculation by prospects and customers. Here are our 3 1/2 lessons coming out of 2021.
