Your Success Mindset in Uncertain Times

Your Success Mindset in Uncertain Times

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back to normal.

Learn More

Know the Different Types of Customer Value | Sales Strategies

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I'm not opposed to product training, but it's critical that we don't pitch product features to our customers. Instead, what we need to do is transition product training into value training.

Watch
Beware of All That’s Familiar in Selling Now

Beware of All That’s Familiar in Selling Now

I don’t need to tell you that the 2020 global pandemic was a watershed year for change. But, what gets overlooked far too often is that the conditions for change—especially in sales—were apparent for years. Selling was ripe for disruption because, as the marketplace changed, the behaviours and assumptions of sellers did not.

Learn More
Get Ready Now for the Future of Sales

Get Ready Now for the Future of Sales

This year has been all about adapting quickly to unexpected events. And yet, the lessons I’ve learned from that experience have me thinking a lot about how we all need to get better at iterating—steadily and wisely—the one place where we can definitely anticipate change: selling.

Learn More

Tips for a Successful Sales Kickoff | Sales Strategies

Lately, I have been receiving a number of questions about how sales leaders and organizations can effectively execute virtual sales kickoffs. With government regulations, quarantine restrictions, and city ordinances in place due to the pandemic, sales kickoffs during these difficult times can certainly be a challenge.

Watch
How to Set Sales Targets in Uncertain Times

How to Set Sales Targets in Uncertain Times

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

Learn More

Customers Don’t Want to Deal With You | Sales Strategies

Recently, Gartner shared intriguing research to a group of us sales experts. Their research, in particular, reveals that when it comes to highly complex solutions and products in the B2B buying world—we're talking six-figure purchases or more—33 percent of buyers say they prefer to engage in a seller-less transaction.

Watch
Putting a Stop to Delayed Deals Is Your Job” is locked Putting a Stop to Delayed Deals Is Your Job

Putting a Stop to Delayed Deals Is Your Job

We all know that sellers must close more deals in less time to achieve professional success. However, these days, too many skilled salespeople are struggling with deals that are stuck in what seems like perpetual limbo.

Learn More

Is Your Business Client-Repelling? | Sales Strategies

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

Watch
1 2 3 4
Close