Why technology-enabled services is the new frontier for sales

Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.

How to make complex sales as simple as possible but no simpler

In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”

This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.

Thinking about “conversational intelligence”

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron.

How to prove the value of sales training in uncertain times

The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever.

Why you can't buy sales training and consulting like you used to

Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.

Sell to prospects who WILL buy (Instead of those who 'should' buy)

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.