by | Mar 7, 2024 | Presentations, Relating to The Buyer, The Buyer's Mind
It has been drilled into us that differentiation is the key to success. There are many books and articles written on the subject, including Jack Trout’s ‘Differentiate Or Die’, which, dramatic as it sounds, is a good read. The issue for sellers is that your buyers...
by | Feb 22, 2024 | Mindset, The Seller's Mind
Let’s start with the “hate” side first and get it out of the way. Sales and sales adjacent roles can be frustrating. Sellers can be mired in uncertainty and reliance on others. They are constantly judged by numbers to the exclusion of all else. They have their...
by | Feb 8, 2024 | Book of Business Management, Pipeline, Sales Learning
Many traditional sales managers will push the message that sales is a numbers game. While there is some truth to that, and even low skilled sellers can have some success if the numbers are high enough, the sentiment is detrimental to the development of sales...
by | Jan 24, 2024 | Outreach, Pipeline
There is no perfect cold email, or cold call script that will make everything magically fall into place. Sales takes routine and hard work, and a willingness to accept rejection. There are people out there who are incredibly disciplined and have trained themselves to...
by | Jan 10, 2024 | Discovery, Presentations, Urgency
How many times have you heard a sales manager ask about next steps? “What are the next steps?”, “Did you cover next steps?”, “Are there actionable next steps for this client?” You may even be the one asking that of people on your team or even of clients directly. Next...
