The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
The Cyborg Salesman: Using AI to Grow Your Team
We have always used machines to streamline work – from windmills to grind grain to automated machines to build cars. With sales, however, this is more difficult. While many tools, such as Salesforce, have helped salespeople organize their work, there were none that truly eased and automated the burd...
10 Reasons to Outsource Your Sales
Sales outsourcing can be an efficient, rewarding strategy for companies looking to scale up their business sales. While outsourcing requires...
How to Maximize Opportunistic and Developmental Coaching
In this post, I’ll focus on making the most of both opportunistic coaching (the one that occurs the most) and developmental coaching (the on...
Four Things Your Sales Managers Need to Succeed
When I talk with B2B executives about their sales department, what keeps them up at night? It’s the frontline managers. Sales manager is the...
How (and Why) to Write a Meeting Summary
Ideally, when you’re involved in a sales call, you will get into conversations with buyers that offer opportunities to discuss many things,...
Prospecting Strategies for Growing New Business
From the pandemic to supply chain issues to ongoing uncertainty about the state of the economy, it’s been anything but business as usual ove...
The Hybrid Sales Kickoff Playbook
While we may be experiencing Zoom fatigue, we have to accept that virtual and hybrid events are here to stay. Nearly 70% of companies plan t...
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Time — Selling without targeting is like sailing without a compass. Generating leads is probably one of your highest priorities – as it should be – but beware the low-quality leads. These are the folks who are shopping without any real intent to buy (or worse, with the intent to buy from someone else). If someone is not likely to become a profitable customer, think before you invest more time in pursuing the lead.
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