editors pick
Don’t Hire a Bus Engineer to Design Your Race Car
Your CRM sucks, and one of the most sucky things about it is the hoops you have to jump through to customize it to work for you.
63+ open-ended questions for your sales coaching
Great sales coaches are the critical multiplier for sales performance, and open-ended questions are one of the most powerful tools in the coaching toolbox.
Did your buyer say what your salesperson heard? Probably not.
In theory, conversation is easy. Humans are built for it. I say something, you hear it and respond, and I hear your response. We exchange information and both of us walk away understanding each other better.
What is the difference between complicated and complex in sales?
No matter how much we try to simplify, some things will never be simple. We can automate, systematize, create processes, buy software - but in the end, complex b2b sales will stay complex.
Being a buyer is a foreign concept to customers
As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution.
How to smell the difference between BS and a lie
BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.
