The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly … [Read more...] about Is sales "process" really the right metaphor?
Do women make better salespeople than men?
When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer … [Read more...] about Do women make better salespeople than men?
The Bloated Pipeline
Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed … [Read more...] about The Bloated Pipeline
Here are 5 Simple Steps to Make Sales Training Stick
U.S. companies spent $90.6 billion on training in 2017*. Of that, about $20 billion was spent on sales-specific training, representing an average … [Read more...] about Here are 5 Simple Steps to Make Sales Training Stick
We Need To Stop Our Fixation On Buyer Journeys
Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least … [Read more...] about We Need To Stop Our Fixation On Buyer Journeys
How to transform sales effectiveness with empathy
There are a lot of skills and techniques that are important to sales effectiveness, but few are as overlooked and undervalued as empathy. We … [Read more...] about How to transform sales effectiveness with empathy
