Don’t Get Taken Down by the Unexpected
In every sales territory and in every organization, there’s a hidden danger—one that has the potential to be lethal if left unchecked. It emerges only when “the unexpected” occurs. That’s …
Are You a Helicopter Manager?
Helicoptering behaviour: it isn’t just limited to parenting. It’s a real problem in the workplace today. And it’s especially damaging in sales organizations.
Getting Pricing Wrong
Years ago, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I’d been invited to address their forum to talk …
Beware of Your Sales Blind Spots
No one in sales has an unobstructed 360-degree view of their relationship with their customers. Nobody. Not even top performers.
Skip the Pitch and Create a Vision
The days of the “ideal buyer” have gone the way of the dinosaurs. So has the routine sales pitch.
Your Client Wants an Insider – Not a Partner
There isn’t a buzzword out there today that’s more dated than the notion of you being in “partnership” with your client. The fact that it’s still used so irritatingly often …
Your Sales Plan Isn’t What You Think
“Why aren’t we just doing what our biggest competitor is doing?”
3 Ways to Win Big with Generosity
“How can I sell more?” I hear that question a lot from salespeople everywhere. More often than not, it’s framed around a false assumption: the belief that you need to …
From Brand Trust to Brand Advocacy
It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.
3 Truths about Selling to People
If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make …
Why New Buyers See You First, And What To Do About It
A short time ago in the B2B field, buyers were unaware of who sellers were until we called them.
B2B Selling is Now B2ALL
There has been no greater impact on B2B sales in the last decade than the online consumer-buying process.
