sales management
The fundamental principles of value-based selling
It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being far more valuable than their ability to regurgitate product features, functions and benefits.
Customers and rational behaviors
Too often, I’m in reviews with sales people whining, “The customer is irrational!”
Marshmallow or Meanie Pants?
As a sales leader, there is one overarching thought to keep in mind: It is your responsibility to push your sales reps to greater heights than they would achieve on their own. Otherwise, you are excess cost.
Why your people keep missing quota–and what to do about it
Everyone has goals, big and small. Some we meet, some… not so much.
How likely is your customer to take action?
One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably going to buy something, and that the only remaining questions are what, when, and who from.
Hormones drive buyer behavior and you need to know what to do about it
Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?
