sales management
Are You Confident Enough In Your Value Not To Discount?
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”
How to overcome fear in sales
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.
What sales professionals need to know about fear, according to an expert in PTSD recovery
Fear is a natural reaction to stressful circumstances. It can create an instinctual reaction that may or may not serve you in that moment. For instance, you may freeze or fight or fly, and these may protect you temporarily. But these reactions can also act against you.
The $225,000 Selling Mistake Most Salespeople Make
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.
5 reasons that superstar salesperson will fail you
Anyone would get excited about snagging a superstar salesperson away from a competitor. You start dreaming about taking over the competitor’s customers, expanding into new territories, crushing your numbers, and slam-dunking your competitor.
