Without trust, sales die before they can begin. You know this in your gut - if you walk into a car dealership and the salesperson gives you a slimy … [Read more...] about Is This Trust Equation Your Hot Key to Better Sales?
Curiosity isn’t something we talk a lot about in sales. We use words like “discovery,” and “probing questions,” and “active listening” to describe … [Read more...] about A more curious sales team is a more successful sales team
One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark standard when it comes to … [Read more...] about Exploding the 3x sales pipeline coverage myth
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to … [Read more...] about How hostage negotiators win – and how you can too
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested … [Read more...] about How to build account plans in Salesforce – the easy way
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. … [Read more...] about Is your sales process a help or a hindrance?