The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
Why It's Good that Sales Has Changed Forever
For all the sales leaders out there, I have good news and bad news. The bad news is: sales will likely never go back to the way things were before the pandemic. There isn’t even going to be a consistent “new normal.” The coming years will be filled with a rolling set of changes – none of which m...
Save Your Sales Pipeline amid Coronavirus Challenges
The current coronavirus pandemic is swiftly impacting every major global economy – and businesses around the world are struggling to respond...
Eight Tips to Engage Participants at Your Zoom or Video Sales Calls
Tip 1: Grab their attention. In my recent TED talk, I mentioned an important fact: Two other TED speakers, Daniel Gilbert and Matt Killings...
Four Ways to Drive Real Sales Growth
Effective sales leaders understand that sales team behaviors are a major influence on sales results. They know how important it is to encour...
How to Solve the WFH Sales Management Challenge
Right now, a lot of sales leaders are worried about how to keep reps motivated, productive, and engaged while work-from-home (WFH) policies...
Expert Advice to Help You Navigate Pricing Issues
Considering making adjustments to your prices to adapt to the current moment? I specialize in pricing and speak to many experts across a wid...
How to Avoid Selling Too Soon with Customers
Are your salespeople’s conversations focused on product and price? Or do they have a deeper purpose? Right now, these questions are especial...
Selling Power magazine — May/June 2020 Issue
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SubscribePreviewDaily Boost of Positivity
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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