2021 shows us there has been a dramatic shift in the selling process and value proposition calculation by prospects and customers. Here are our 3 1/2 lessons coming out of 2021.
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Resources To Help You
2021 Q3 Sales Trends Report
It helps to have a baseline for what is going on in the world of selling as you are considering strategy and focus. Here are our information, insights, and recommendations.
Dumb Things Salespeople Say…
At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople can say the darnedest things! […]
6-Must Have Traits of Superstar Salespeople
A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
3 Ways to Motivate Your Large Account Sales Team
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer and more complex a desired […]
7 Responsibilities Sales Managers Must Own
In the past, sales managers provided oversight, facilitated requests back to corporate to ensure that orders were expedited, and generally stayed out of the way, […]
Why Middle Market Companies Need to Ditch Consultative Selling
Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the consultative selling skills of listening, […]
Motion vs. Movement in the New Era of Selling
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
3 Ways Sales Representatives Will Win in the New Era of Sales
What salespeople need to bring to the table in this modern era of sales is significantly different from what they needed to bring in the […]
3 Sales Management Skills Necessary in Life After the Death of Selling
Last week I shared how sales management has changed. Today I am sharing the top three skills sales managers need to succeed in this new […]
Sales Management in the New Era of Sales
I’ve called it–the era of selling we have been operating in is dead, but what does that mean for sales managers? If sales has changed […]
What NOT to Delegate in Life After the Death of Selling
You’ve heard it over and over again as CEO—delegate, delegate, delegate! Learning how to delegate is crucial for every CEO, yet research shows that one […]
