Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether … [Read more...] about How to improve sales with the right type of empathy
Critical to B2B sales success – stakeholder assessments
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we … [Read more...] about Critical to B2B sales success – stakeholder assessments
What is a sales pipeline and why should you care?
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of … [Read more...] about What is a sales pipeline and why should you care?
Hedgehog Your Sales Organization
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and … [Read more...] about Hedgehog Your Sales Organization
Are you frustrated with your technology Frankenstack?
Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in … [Read more...] about Are you frustrated with your technology Frankenstack?
Forecasts are about the deals, not the number!
This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting … [Read more...] about Forecasts are about the deals, not the number!
