We live in a noisy world. Every medium competes for our attention with a constant flow of messages. For this reason, it has become more difficult for sellers to reach the customer’s “frequency.” Gallup reports that “71% of B2B customers are indifferent or actively disengaged.” This disconnect may, in part, explain why 60% of sales ... Read Post

Of course the news has rocketed around the world about the unprecedented disaster that Hurricane Harvey has wreaked upon southeastern Texas. It has displaced thousands of people and damaged hundreds of thousands of homes. It has left downtown Houston literally under water. 6 million people are affected, with half a million affected severely. Damage is ... Read Post

This might have happened to you or someone you know: great care is expended to hire a salesperson for the purpose of landing new clients. Anticipating great success, management even developed a plan for spending the surplus revenue generated by the new customers the salesperson will bring in! But then…the results aren’t what management expected ... Read Post

Any sales quota can be achieved, but it requires deep discipline and diligence. Consistent sales performance can never be achieved by winging it or putting in minimal effort. If you avoid making these 6 common mistakes, you will make your quota this year and every year. 1. Not having a specific quota plan that is ... Read Post

One of my best strategies for the first week on a new job is to invite the top producer out to lunch. A little flattery goes a long way for those who are somewhat egotistical along with paying for the meal at a nice restaurant. The conversation is personal until the check is in the ... Read Post

In the current competitive business climate, sales reps are expected more than ever to be able to talk the talk and convince customers of what they are saying. A good sales enablement tool should be able to effectively aid seller-to-buyer communication and enhance their connection during the B2B sales cycle. With a wealth of platforms ... Read Post

In complex sales, do you plan for all 12 rounds or one big knockout punch? Read Post

Sales coaching excellence is difficult to achieve, but it is one of the fundamental elements that one finds in highly effective sales organizations. A couple of years back, I wrote a series of articles with my friend and former boss, John Golden about the need for sales leaders to focus on their craft as coaches. ... Read Post