Here are 5 reasons your sales process will fail
Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.
How to know if you are you really selling consultatively
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. They insist that they talk about it often and that their salespeople are doing OK with a consultative approach.
Why you need to kick your addiction to data
Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.
What makes the perfect leader? – do you report to one?
Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.
Why you should stop cooperating with your buyers
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
What a window washing company can teach you about complex B2B sales
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.)
