Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What … [Read more...] about Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
Improper Use of BANT Will Cause You to Kill Opportunities
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article … [Read more...] about Improper Use of BANT Will Cause You to Kill Opportunities
Great Example of Why Sales Success Is Not Always Transferable
Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an … [Read more...] about Great Example of Why Sales Success Is Not Always Transferable
New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who … [Read more...] about New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
In September I wrote this article on the difference between asking good, tough and great questions. I included examples all three types of question in … [Read more...] about Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote … [Read more...] about Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
