sales methodology
Stretching your customer's value gap
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.
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.
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.”
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.
Here’s why you need to stop talking about sales opportunities
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.
A fresh perspective on the Challenger Sale research
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.
