Jay Mitchell

Being the “doormat” of the buyer during the sales cycle is a crude way of describing a situation where the seller has little to no control over the … [Read more...] about Do Not Become your Buyers’ Doormat

The rise of artificial intelligence (AI) has transformed how companies define and leverage their ideal client profiles (ICPs). With AI-powered tools, … [Read more...] about Unlocking the Potential of AI-Driven ICPs for Your GTM Strategy

While doing some file maintenance this week, I stumbled upon an interesting past performance review from the first year managing a newly consolidated … [Read more...] about A Proven Approach to Driving Revenue Growth with Strategic Alignment

Buyer radio silence is when a buyer who has shown initial interest suddenly stops responding to your calls, emails or other forms of contact. It is … [Read more...] about Effectively Manage Buyer Radio Silence

Let’s face it — today’s buyers are often buried under competing priorities, internal resistance and constant demands. They may know they need to act … [Read more...] about Can a Source of Urgency Be More Valuable Than a Sense of Urgency?

This past year, B2B organizations have faced a challenging market, with a number of economic pressures and an overwhelming trend of deal paralysis. … [Read more...] about Top 3 Sales Skills for a Successful 2025