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Too much attention in sales is placed on making the sale. And it is reinforced by reward and compensation programs that hail the salesperson of the year as a hero if they post the most annual sales. Salespeople behave the way the compensation plan dictates: if sales revenue is comp’d, that’s what they focus on. ...

Shrinking attention spans are not to be taken lightly when you are a sales professional. There will be no deal to close if you can’t first captivate an audience long enough to highlight the fantastic features of the product or service you are offering. Keep the following in mind when you want to dazzle: Unique ...

Every salesperson desires a magic wand that can make customers take positive actions consistently. And the most admirable action is purchase.  If you happen to know how to shorten the path to purchase with every customer you come across, won’t that be great? We will look at this later in the post, path to purchase, ...

Revenue forecasting has become a necessity in the world of business, no matter how big your particular business might be, or the role one might play within it. Obviously, a budget is a necessity, and businesses tend to have business plans, as well. These are fairly difficult without some form of revenue forecasting. How can ...

After the considerable amount of research I did for my new book Achieving the Impossible: Lessons from the Apollo Space Program, I basically believe today that everything is indeed possible. Only a month after he walked on the moon, Neil Armstrong said, “I felt a successful lunar landing might inspire men around the world to ...

I conducted a seminar for one of the leading technology companies on the planet and we discussed how to best qualify a prospect. Most salespeople are familiar with some of these sales qualification frameworks: But qualifying is not just about removing time-wasters and nor should these be framed as clumsy closed questions. Just because some of ...

Are you focused on making end of year numbers? That is only half the job for Sales Management at this time of year, the other half is being focused on planning for next year! We have created a checklist of major issues all sales leaders must work on to ensure the New Year will start ...

With relationship building finally climbing to the top of the “priority” pile in B2B marketing, we have a lot to celebrate. It’s taken years for the twin sheens of spam-blast email campaigns and the “inbound with significant ROI” pipedreams to wear off, but it finally has. And here we are, starting over again as more ...