People discuss building relationships in business as though it’s different than building trust personally. But we’re selling to humans, so how are the basics of building trust any different between personal relationships, schools, or business? It isn’t. And make no mistake “building relationships” is establishing trust. Ten years ago, the National Association of Secondary Preschools ... Read Post

I was recently at an entrepreneurship conference, held at an upper-scale hotel in another city. Attending were budding, super-hopeful entrepreneurs out to score capital, and venture capitalists out to score “the next big thing.” I was there for neither reason. I was present mainly to keep a finger on the pulse of entrepreneurship and see ... Read Post

So which term grabbed you?  Was it “lazy” or was it “consistently generate sales qualified leads (also known as SQLs)”? And what on earth does “lazy” have to do with “consistency”? The answer lies in a term you’ve probably heard of, but may not be using to your advantage… day-in-the-life Day-in-the-life Divides Your Sales Day ... Read Post

Let me start with a technical definition (from sciencedaily.com). Anchoring Bias – the common human tendency to rely too heavily, or “anchor,” on one trait or piece of information when making decisions. I would rephrase it this way: stop listening for just the facts; get to the motivation and not just the specifications. The anchoring ... Read Post

Global SaaS software revenues are forecasted to reach $106B in 2016, increasing 21% over projected 2015 spending levels (Forrester). It’s a great time to be at a SaaS company however, not every B2B transaction ends in a closed won. What happens after your sales executive doesn’t close that deal and it’s marked as closed lost? ... Read Post

No Joke, You Need A New Strategy to Sell In This Economy Why do salesmen do this, why do professionals do this, and why are sales trainers still training sales people to sell like this? My husband had two salesman come in his office last week, both selling a products he needs and wants, and ... Read Post

When implementing a prospecting framework, there are many potential obstacles that companies can encounter that make it difficult for your prospects to understand your offering. Generally anytime a prospect is confused, you will drop to the bottom of their priority list. Focus can mean the difference between an inconsistent pipeline and building a scalable machine. ... Read Post

I have had the opportunity to lead many types of organizations over my 33+ year career and there is not a more hectic and volatile one than sales. Consider the daily dynamics sales must contend with: clients calling with demands and complaints, executives blurting out orders because THEY have a client on their tail, competitors ... Read Post