sales management
Selling against the status quo
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing.
Can a unique Way of Selling win more deals?
My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere.
How all those trucks on the road can help you stop discounting
We've been doing a lot of traveling this summer to baseball tournaments (20-second video showing how one playoff game ended), college baseball showcases and back. During these travels, one thing has become abundantly clear. Trucks and construction. Lots of trucks. Lots of construction. Lots of congestion on the roads because of all those tractor trailers.
The golden egg(s) nestling in your basket
From quite early on, in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.”
How to stop losing sales – forever
What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities.
It is ALWAYS about execution
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.
