The Fatal Flaw that Causes Strong Salespeople to Strike Out
What’s the biggest weakness that most home run hitters share? They strike out a lot. Babe Ruth held that record until 1964 – long after he retired. Today it’s held by the original Mr. October, Reggie...
View ArticleHow To Build Relationships With Sales Leads: 5 Strategies
When you prioritize understanding over pitching and position yourself as a strategic partner, you differentiate yourself in a crowded marketplace.
View ArticleHow To Coach Underperforming Sales Reps
You’re looking at sales figures and sigh. Half your team is on plan. A couple are just a little behind plan and then—there are your stragglers—the ones that tend to eat up your mental bandwidth. How do...
View ArticleB2B Sales Stopper #5: Are your policies unfriendly to customers?
If the cost of complying with the policy exceeds a prospect’s motivation to buy, they’ll back off. Are your prospects encountering policies that stop their buying process in its tracks? The right...
View ArticleCan Emotional Intelligence Actually Improve Sales Performance
When you are stable you are able. These words from one of my mentors nicely sum up the power of emotional intelligence. Stability equals ability and in sales that equates to being able to apply the...
View ArticleDriving Sales Growth through Shared Goals
For decades, organizations have relied on a familiar approach to goal-setting: Executives define high-level objectives, goals cascade down, and alignment is assumed to follow. On paper, it looks...
View ArticleWhy Only 27% of Salespeople Hear the Voice That Matters
Whose voice do you hear in your head?How about when you’re on a sales call?Is it yours? Mine? Your prospect’s? God’s? If it’s your voice, that’s a sign that you’re thinking. Alone with your thoughts?...
View ArticleHow Top Sellers Turn Discovery into Business Value (and Why Finding “Pain”...
Most sellers stop when they uncover a problem. The ones who win high‑value deals connect problems to strategic business issues and quantified value.
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Making Every Conversation Count
A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one in five conversations with salespeople prove to be a valuable use of their...
View ArticleSales Is Not A Prospecting Tool
Do you ever wonder why so few prospects close when it’s obvious they need your solution? Why even after meetings (that took untold tries and so much wasted time to set) you close only 5%? The problem...
View ArticleAttention C-Suite! Revenue by Salesperson is Faulty Data
I’m going to provide CEOs, CROs, COOs, CFOs and anyone else who cares, a lesson in rating salespeople. There is rhetoric, there are facts, and there are conclusions to be drawn from the facts. In...
View ArticleSales Stopper # 8: Removing humans from customer interactions
This sales stopper began with voicemail, which seemed like such a good idea when we helped a Silicon Valley voicemail company introduce it to the world back in the day. Too bad it didn’t take long for...
View ArticleCreating Urgency in Sales Without Pressuring Buyers
Earlier this month, I had the privilege of celebrating our clients’ success at the Stevie Awards for Sales and Customer Service. The awards gala in Midtown Manhattan was a night to remember. As top...
View ArticleFormer Walmart Merchant Meets Two Centuries of Sales Experience in Morocco: A...
Modern brands, especially in a world of frictionless clicks and faceless transactions, often strip away the very elements that make buying memorable.
View ArticleAI Sales Coaching vs. Human Sales Coaching: The Hybrid Approach That Drives...
Here’s the challenge most sales leaders know too well: You need to coach more reps, more frequently, with fewer resources than ever before. Your team is distributed across time zones. Your sales cycles...
View ArticleSuccessful Fundraising: beyond persuasion
Your important nonprofit or exciting startup will help the world be a better place. But now you’ve got to raise money. You’ve created a terrific pitch deck; have a highly competent management team and...
View Article“Buyability” Isn’t Really New, But It Is Really Important
Research findings strongly suggest that an essential element of Buyability is that business buyers must perceive a prospective vendor’s product or service to be a “safe” choice.
View ArticleThe Baseball Dad Lesson That Made Me a Better Sales Coach
From Terrified Introvert to Real-Time Sales Coach: How I Actually Built the Skill (It Wasn’t Magic) Most of us have watched someone — a kid, a friend, or even ourselves — pour everything into mastering...
View ArticleThe unstructured data revolution in CRM – Interview with David Roberts of...
Podcast Today’s episode of the Punk CX podcast features a recent chat I had with David Roberts, President and CEO of SugarCRM, the sales CRM platform focused on B2B growth. We talk about why...
View ArticleHow Sales Leaders Build Pipeline (Without Adding Headcount)
Sales leaders are under increasing pressure to grow pipeline while keeping headcount and cost under control. So how are they doing it?
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