As we close out 2018, let’s take a look at the path ahead for salespeople. I’ll knock some earlier predictions on their head, and make some of my own—and point out the challenges that sales must overcome if they’re to succeed in the coming year. Sales Job Predictions There have been some dire predictions in ... Read More

There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ... Read More

Sales is broken, it’s sick. It’s time to kick the social crack pipe! Doug Davidoff recently posed the question, “To Sell or Not to Sell” in this ingenious post rebuking a CEO that’s eschewing ever hiring another salesperson??!! Anthony Iannarino’s takedown of this post was so classic I must lift this paragraph here to share with ... Read More

Come January 2, you might notice a huge drop in profits. Smaller businesses in particular have a tendency to suffer losses in the first month of the year because of slow sales. If this sounds like what you’re expecting to happen the day after New Year’s, then start preparing your online business today so you’ll ... Read More

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ... Read More

Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ... Read More

There are many important components that go to make up a worthwhile mobile app. But the most important component is…(drum roll please)…the user interface, known to most everyone today as the UI. Very obviously, with a mobile app, you’re quite limited as to viewable screen space. A potential user will glance at it, and if ... Read More

Let’s be honest, there is a huge limitation with traditional CRM systems where the type of data and how it is displayed is often predetermined by the system or by an all powerful administrator. This often leaves users frustrated and not seeing the value of the system because it seems like you are working for ... Read More

As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and pipeline. Looking at your pipeline and associated forecast, you may be initially comforted to see that you have a sufficient quantity of opportunities and appropriate deal sizes in there ... Read More

Ask for Advocacy: Why Sales Referrals are Important Sales referrals are one of the best ways to get new outbound leads and potential clients. The lead comes from someone that you already know rapport with. Some of this rapport and trust is transferred to the new relationship, allowing you to close the deal faster. However, ... Read More

We all know that changes in life are inevitable. But change is not always perfect, and sometimes there are important things lost when we make a change. I’d like to tell you about something we did lose as a result of a change, and lessons we can all learn from it when you read… “If ... Read More

Communication has a very interesting history. When laid out in four separate dimensions, as I will do here, it can be seen how radically mobile communications has affected our civilization. First Dimension: Ancient Trade If we go back to the beginning of mankind’s history, people were nomads. Then some stopped moving about and put down ... Read More