You Can’t Sell if You Don’t Know How They Buy
It is one of the most fundamental and important propositions in complex sales – you can’t sell if you don’t […]
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
Sales Skills
Active Listening, Sales Coaching, Sales Coaching Sessions, Sales Skills, Skill Guide Articles
Why Salespeople Talk Too Much … and What to do About It
Spend a week in the field with salespeople and you’ll observe too many sales calls where the salesperson is just
Asking Questions, Sales Skills, Skill Guide Articles
When Is Sales Mastery The Goal Post?
It takes substantial time to develop the knowledge and skills required to be a top performer in major B2B sales
Differentiating Your Solution, Sales Skills, Skill Guide Articles
Updating the Elevator Pitch
So, if one were setting about to update the Elevator Pitch, it would be wise to research the etymology of
Opening and Closing a Call, Sales Skills, Skill Guide Articles
Three Myths to Debunk About Opening Sales Calls
It does not take long to open a sales call, but how you start often determines how you finish. So,
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles, Winning Against Competitors
To Win a Sale You Have to Be Considered!
In general, customers only seriously consider a handful of products before deciding which one to buy. This group of products
Leveraging Storytelling, Sales Skills, Skill Guide Articles
Tips to Leverage the Power of Storytelling
Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more
Call Planning, Sales Skills, Skill Guide Articles
The Lost Art of Call Planning
After many years of sitting in on sales calls and even more providing feedback to salespeople following sales calls, we’ve
Differentiating Your Solution, Leveraging Storytelling, Sales Skills, Skill Guide Articles
The Best Elevator Speech is NOT an Elevator Speech
As the story goes, from time to time you are alone in an elevator, the door opens and in walks
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
The B2B Elements of Value From Bain & Company
What matters most to B2B buyers? The consulting firm Bain & Company analyzed scores of quantitative and qualitative customer studies.