There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]

There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]
We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]
It’s the meeting AFTER the meeting where your sales live or die. In the breakroom, meeting room, office, or hallway, what’s your prospect team doing? […]
For most of our clients and the industries we work within, 2022 was a good year. I know that is not a popular thing to […]
Recession, downturn, stagflation, inflation…Economists and weather forecasters are the only people who get so much leeway in their predictions. The rest of us have quotas, […]
We might think that a sales strategy and a business strategy are synonymous — but the savvy leader knows they are not. They should, however, […]
We all deal with it, worry about it, and anticipate it before landing big sales: price resistance. If you had a dollar for every time […]
EelNoun 1. (sealife) a snake-like fish with a slender body, proverbial known for its slipperiness. 2. (business jargon) the gatekeepers, deal spoilers, and nay-sayers at […]
There’s an old adage that children and animals can both smell fear. We think it is every bit as true for buyers. When you show […]
An old adage says businesses don’t get better by chance, they get better by change. However, change — to our value frameworks, strategic selling processes, […]
One of the responsibilities of leaders is to help their teams not only plan for the future but anticipate it. We spend a great deal […]
We may think that to land the biggest deals, we need to propose the best prices. However, every top seller knows that price isn’t the […]