The 2025 Sales Performance Scorecard Study Key Trends Analysis is out, and the industry news is not (all) good. While more than half of sales … [Read more...] about Why You’re Not Closing The Deals You Should

Not every process involves steps executed sequentially. In baseball, for instance, a field manager doesn’t just start thinking in the ninth inning … [Read more...] about Closing Starts at the Beginning

For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to sell. Whether … [Read more...] about Why the Future of B2B Selling Must Be Situationally Adaptive

If you go to the horse race, you can place a bet known as the trifecta. This is where you correctly predict which horses will finish first, second, … [Read more...] about You Don’t Have to Bet to Hit the Customer Experience Trifecta

Prospecting and negotiating often make salespeople uncomfortable. But negotiating isn’t something to run from. It’s something to embrace when you do … [Read more...] about 12 Critical Factors for Negotiating

This blog brought to you by The Sales Hunter Podcast. Selling isn’t heart surgery. Yet so many salespeople act like it is. They overthink, … [Read more...] about How to Run a Discovery Call that Builds Trust and Wins Clients

The Dollar That Created Brand Loyalty My wife opened an account for our daughter at, let’s call this bank, Resident Bank. Nothing special about the … [Read more...] about Companies Don’t Lose Customers. Your Service and Support Does