People buy for all sorts of reasons. They either need something or want something. When you’re the buyer, you typically have some idea based on your needs, wants, past experiences, budget, etc. But do you really know why people buy from you? And do you truly understand the buyer and their specific journey throughout the ... Read Post

Earlier in this series, we talked about the way a salesperson is often perceived: They’re juggling opportunities at different stages of the sales lifecycle while torrents of emails flood their inbox, and calls and text messages melt their smartphones. They always appear to be playing “catch-up” while never quite catching up. This is such a ... Read Post

Every business owner knows from a financial perspective that it is much less expensive in retaining your current customers than acquiring new ones. The process of acquiring new customers, demands lots of marketing, selling and an increase in other costs in production and etcetera. If a business has a strong relationship with its customers then ... Read Post

In our continuing series on the pain points of being a sales manager, we have explored the categories of sales manager pain points, the primary pain point of being a sales manager, the technology a sales manager really needs and the vital subject of management. Now we’re going to dive into some very specific pain points ... Read Post

Data doesn’t sell. Stories do. I’ve seen way too many failed attempts by sellers as they try to persuade customers – by using data as their tool. It just doesn’t work. A winning delivery is about crafting a memorable and emotional story. Here are some elements that your story should include that will grab their ... Read Post

The sales force is a backbone for any corporate player. No company can afford to demoralize or de-motivate its sales force since it can directly impact a company’s performance momentum and can decline growth. Someone nicely quoted – “The sales team is the biggest strength for any company but at the same time it is ... Read Post

Previously in this series, we’ve covered a sales manager’s primary pain point, the technology vital to being a sales manager, and the pain point of people. Now we turn to a crucial subject for sales managers: that of management itself. It might seem to be a self-contradictory statement: “The first thing a sales manager really ... Read Post

Many salespeople fail not because of the lack of sales skills training but because their organizations are not spending enough time/money training them on the emotional power they need for success. I am convinced that salespeople must be trained on the emotional elements of success at the same level that they are trained in pure ... Read Post