As previously noted in this blog and in many other places, the B2B sales landscape has changed dramatically in the information age. Thanks to the plentiful information available online, some 70 percent of a buyer’s decision is made before ever speaking with a member of a sales force. It means that sales reps must be ... Read Post

In this series of articles on economic philosophy applicable for the sales force and sales management, we’ve been stressing certain entrepreneurial principles and their importance in sales and commerce. We have seen how empowering it can be to understand some of the root economic principles that guide sales and commerce, and how that understanding can ... Read Post

As a salesperson, you are engaged day-in and day-out in moving deals toward closes. You have most likely given little thought to what your activities might mean in the grand scheme of things, to the world at large. If you have, you might have even brushed them off as having little to no consequence. But ... Read Post

Your success at closing a complex sale is dependent on your ability to strike up a meaningful conversation. That’s because once you’ve engaged a prospect, you able to dig deeper and obtain the insights you need to understand the problem the customer wants to solve. This step is crucial. That’s because you need to obtain ... Read Post

People buy from people they know, like and trust. This is a well-documented fact and as a sales rep, it means one of your key objectives when meeting with prospects is to build rapport so you can earn the likability factor. But how can questions in the sales process help with this? Let me explain… Make ... Read Post

Continuing our series on economic theory and its application to sales, we here take up an extremely important factor: sustainable value. As you will see, it has an intrinsic application to commerce, the sales force, and in fact personal lives and even the activities of nations – and is one of the key aspects in ... Read Post

Next up in our series on how economic philosophy can be readily applied in sales, we will take a look at a factor called comparative advantage and how it can greatly assist sales management. The term is normally used to describe the ability of a party to produce a particular good or service at a ... Read Post

With buyers being informed by the internet and making some 70 percent of their buying decisions before ever speaking with sales reps, salespeople must be more savvy than ever in their understanding of prospect companies and their needs. This depth of understanding is what is referred to as insight selling, and today is the central ... Read Post