The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.

Building Competitive Advantage in the Era of "Magic Bullet" Selling

To win at selling, how good do you need to be? The answer, of course, is, “Better than the competition.” That’s true whether the competition is another company, another use of the customer’s budget, or simply the status quo. Beating the competition is extremely difficult, however, and it’s an arm...

How to Write Email Campaigns That Win Big

Two years ago, I would never have thought emails sell. I was a skeptic. I never bought stuff when companies sent me emails, so why would...

Successfully Navigating a Sales Pivot

Recently, I found my company in uncharted waters when our new product required us to completely redefine our sales model and go-to-market st...

How Companies Leverage AI to Drive Sales Revenue

Is artificial intelligence (AI) much smarter than either of us? Yes. But it isn’t a human kind of smart. When you give an AI-powered plat...

How to Build Up Your "B" Players

In sales, "A" players typically attract a disproportionate percentage of management attention, incentives, resources, and pats on the back....

9 Buying Concerns That May Derail Your Sale

Good salespeople from good companies offering good products or services, often fail to close the deal. While something needs fixing, you can...

How to Kick-Start the Hesitant Buyer

You've done everything according to the rule book: qualified the prospect, probed and asked questions to uncover needs, made an exemplary pr...