How to improve sales with the right type of empathy
Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether some people have a sales advantage due to natural empathetic abilities. And the role of empathy in AI’s ability (or inability) to support or even replace salespeople.
Critical to B2B sales success - stakeholder assessments
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
What is a sales pipeline and why should you care?
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.
Hedgehog Your Sales Organization
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.
Are you frustrated with your technology Frankenstack?
Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into.
Forecasts are about the deals, not the number!
This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.
