Art & Science

of complex sales

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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.

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How to Ask for Referrals: A Comprehensive Guide

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

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How to Know if You Are You Really Selling Consultatively

Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. They insist that they talk about it often and that their salespeople are doing OK with a consultative approach.

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How to create an anti-sales culture on your team

Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?

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Why Your Investment in Sales Tech Might Not Be Paying Off

I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.

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Four Components to Optimize Your Sales Organization

A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.

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Transforming your sales approach? Here’s why you should buy a new CRM too.

Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on. Along the way, companies bolt on numerous tools to their legacy CRM, one after the other.

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If the right thing doesn’t exist… make it!

Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy.

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AI And Sales, What We Misunderstand

Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that…