5 Ways You’re Getting Win/Loss Analysis Wrong Time is money. This old adage has perhaps never been truer than today, when all a lead needs to do to get to your competitor is open a new tab on their browser. But, making the most of your time doesn’t hinge on who has the fastest fingers ... Read Post

Empathy in Sales: The Crucial Human Touch The next article in our series on Network Selling covers a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy. Empathy in sales is crucial. Why is it so very important today? Simple: we’re awash in a giant overwhelming wave ... Read Post

Planning in Sales, and Why it Matters The dictionary definition of a plan is “a method for achieving an end.” A method is “a systematic procedure or technique.” Contained within that simple sentence is the key to why some salespeople succeed, and why some don’t. In many ways, we are to blame for why some ... Read Post

Why Sales and Customers Get Lost at the Front Desk Missed sales opportunities are not something any business owner wants. Most owners will extensively review operations to ensure sales opportunities don’t walk out the door. But, how many times have you wondered what’s going on at the front desk? You’re focussed on other areas of ... Read Post

Beginning our new series on Network Selling, we’ll start with the very first element required: respect. Not just Network Selling, but everything in civilized life begins and ends with respect as the very foundation. Every good experience, be it a social or business experience, depends on mutual respect for its success. Too often, salespeople create ... Read Post

The Scorecard of Closing: Improve Your Sales Tools The last article I wrote is called The Different Shades of Sales, and it’s a fact that sales have many different aspects and facets. Working in sales requires a person in their entirety, on both a personal and professional level. People in sales continue to learn and develop, ... Read Post

In business sales is the most important strategy. Without sales there is nothing else. Think about it, we are in business to produce revenue i.e. make a living. To produce revenue, you have to actually convince someone to buy the product or service you produce. The only way to get someone to buy is for ... Read Post

How Do You Define a Sales Win? There are many ways to wins in sales. Often, the only ‘win’ that salespeople get credit for is when a deal closes. However, this mentality can be harmful. This kind of thinking is how salespeople get burnt out, get discouraged, or in some cases even quit. Sales Process Steps There ... Read Post