sales management
The Death of Customer Proposals. Stop Sending Proposals and Win More Sales
The proposal trap: You just got off the phone with what you thought to be a promising prospect. At the end of the conversation, you told the prospect that you’d be sending them a proposal.
Top 20 Reasons Why Sales Opportunities Don’t Close
As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring.
Your Sales Success Depends on Your Decision-Making Context
Every sale, in the end, is a decision. To make more sales, salespeople need to understand how their customers make decisions. In order to understand how they make them, they need to understand the context in which they are making them.
Shift Your Perspective, Change Your Sales Landscape
If you’ve been following me for long, you know I’m a student of systems thinking. I’ve been taking a training with Cabrera Lab, the think tank run by Drs. Derek and Laura Cabrera of Cornell University. As I’m going deeper with their systems thinking framework called DSRP, I can’t help but notice all the ways their model can help us sell better.
Use This Simple Pivot To Reopen a Cold Sales Conversation
Every salesperson is familiar with the experience of prospects going cold for no apparent reason. They think they’re hot on the tail of something valuable, and then the person stops responding.
Six Unpopular Opinions I Hold About AI in Sales
It’s been a busy year for software companies aiming to grab a slice of the generative AI pie. Over the past twelve months, its use has grown so much that I’m not sure any aspect of modern life has gone unchanged.
