Never in the history of sales, have sales organizations had access to so much data. Yet when I talk to company leaders, many are frustrated by the … [Read more...] about How to unlock the double black box of sales data
Seven factors that separate winners from losers in an economic downturn
No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock … [Read more...] about Seven factors that separate winners from losers in an economic downturn
How to sell when you're not a salesperson
One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long … [Read more...] about How to sell when you're not a salesperson
Our customers don’t know what they don’t know
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer … [Read more...] about Our customers don’t know what they don’t know
How to make complex sales as simple as possible but no simpler
In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.” This … [Read more...] about How to make complex sales as simple as possible but no simpler
Can a Sales Process Help Sell Value?
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The … [Read more...] about Can a Sales Process Help Sell Value?
