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Remember, Buyers are People Too

This may sound simplistic, but too often we think of buyers as prospects, leads, champions, future customers instead of thinking about them as people. People like you and me. It’s sometimes as if we think they are just playing a role in the theatrical play called “My...

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The Power of Buyer Empathy in B2B Sales

The Power of Buyer Empathy in B2B Sales

In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to reply.” Doesn’t this epitomize an ineffective salesperson or sales engineer? How many demos...

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3 Tips for Accelerating B2B Sales

3 Tips for Accelerating B2B Sales

B2B sales is one of the toughest jobs in town. Decisions are made by committee; potential customers rely on a variety of information, some of which may be incorrect; customers often do not even know when they are going to make a purchasing decision. Here are three...

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How to Embrace Failure in B2B Sales

How to Embrace Failure in B2B Sales

No one measures our failures as critically as we do ourselves. As sales professionals, we enter selling opportunities with high hopes and clear expectations of a quick closure only to have potential buyers turn us down, close the door, and walk away. As difficult as...

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3 Tricks to Offering Gimmick-free Special Deals

3 Tricks to Offering Gimmick-free Special Deals

B2B sales and marketing teams face the challenge of finding gimmick-free ways to offer special deals to clients. Often, it is difficult to make discounts or limited-time offers sound appealing when you are dealing with complex solutions, long sales cycles, and the...

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But What About the Buyer?

But What About the Buyer?

Most sales-related mentoring focuses on improving the performance of the seller. The other half of the sales equation, however, is the buyer, and there's nowhere near as much guidance about engaging that half of the equation. "Today's B2B buying decisions are not...

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3 Reasons to Use SLA’s in Your Sales Process

3 Reasons to Use SLA’s in Your Sales Process

Hopefully, most of you are already leveraging SLA's (Service Level Agreements) in your sales deals. Without them, you run the risk of unsatisfied customers, unsatisfied employees being asked to do more than what they thought was agreed upon, and even potential legal...

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