The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted … [Read more...] about From Sales Process to Buying Journey
Stop your churn and grow faster with a customer success mindset
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of … [Read more...] about Stop your churn and grow faster with a customer success mindset
Sell to prospects who WILL buy (Instead of those who 'should' buy)
Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right … [Read more...] about Sell to prospects who WILL buy (Instead of those who 'should' buy)
Can purpose help you sell more in b2b?
In the retail world, talk of “purpose-driven organizations” is all the rage. Millennials and Gen-Z’ers, they say, care more about … [Read more...] about Can purpose help you sell more in b2b?
What Problem Is The Customer Trying To Solve?
Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the … [Read more...] about What Problem Is The Customer Trying To Solve?
How to make sales investments add up to more
Dear Company Leader,I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet … [Read more...] about How to make sales investments add up to more
