Top B2B sellers win at least 50.1% of their deals.

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The Virtuous Sales Cycle: How to Build and Sustain a Consistently Strong Sales Process

A Virtuous Sales Cycle is what happens when best sales practices are consistently applied to produce above-average results, which in turn create a chain of positive results that feed off of each other to generate even better performance.

How to Build a Responsive Sales Culture

It’s not about what you sell, but how you sell in order to create value, develop credibility and build trust with your prospects, while differentiating yourself from the competition and winning more orders in less time.

The Secret To Foolproof Prospect Qualification

When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell?

How to Talk to Prospects about Value and Price Objections

I read an article today about how to handle price objections. In this article the author advises salespeople to avoid talking about the price of the product or service they are selling until after they have "demonstrated the value" of their product or service. Unfortunately there is a fundamental problem with that advice: You cannot demonstrate value without talking about price.

Cold Calling

The Ultimate Guide to Building an Effective Sales Process

This is one of the classic debates about sales and selling. It is very similar to the ‘nature vs. nurture’ debates that young adults without kids and too much time on their hands indulge in. (Anyone with kids quickly learns the answer to this…) The answer is that both process and skill are required to succeed in sales. However, process provides the platform for […]

Avoiding Sales Management Pitfalls That Slow Down Orders

Why are your sales so slow? I’m not referring to your order rate. I am talking about the activities and processes that have to be happening in Zero-Time in order for you to achieve your sales goals. One thing leads to another and if you are running in place in February, you’ll be running to catch up by March and hopelessly behind by […]

Are You Telling Customers You Just Don't Care?

What is the one valuable commodity that is in short supply for both your prospect and you, the seller? Time.

Stories In Selling - Are Your Stories Worth Repeating?