This is my last in the series of lessons from the greatest salesperson there ever was—Jesus of Nazareth. And this one deals with a topic at the forefront of today’s sales education: being customer-centric. Jesus set the very first example of this vital sales quality. Disclaimer: In this series, we’re examining the sales techniques of ... Read Post

The statistics are compelling. Most selling organizations generate 80% of their business from 20% of their clients. Winning a new large account costs up to 20 times more than keeping a current one. And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative ... Read Post

Salespeople should stop looking at feedback as complaints. They tend to attach a negative aspect to it, so they are rarely happy to get it. But in fact, feedback is essential to their success, even when it truly is negative. Why? – Because it teaches you where you need to make improvements in your offer. ... Read Post

The 8 Characteristics of Sales Leaders That Make the Difference Between Success and Underperformance The average tenure of a head of sales today is approximately 18 months, one of the shortest durations in history. In large part, this high turnover is driven by an aggressive search for top-line growth. When a sales leader isn’t delivering ... Read Post

With this article, we continue our series of lessons from Jesus of Nazareth. Again I’ll provide my disclaimer: we’re examining the sales techniques of Jesus of Nazareth, the greatest salesperson of all time. This doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m ... Read Post

There’s a ton of articles out there providing guidance on what it takes to be a great leader. They speak of characteristics such as vision, passion, and communications which are applicable to leaders responsible for any type of organization. For example, they would apply equally as well as a marketing leader, the leader of an ... Read Post

When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes ... Read Post

If you aren’t sufficiently prepared and equipped, your chances of thriving in a room full of Sharks is severely compromised. Read Post