Sometimes a quote will punch through much material in a book or an article and give us something worth thinking about. A good quote may rattle our preconceived notions or challenge our attitude, and it might frame our circumstances into better light where they aren’t … Read More
Customers CAN’T Get The Same Thing Cheaper
For those of us in B2B sales, marketing and business development it would be wise to remember this idiom from Warren Buffet when communicating with customers about price and value: “Price is what you pay but value is what you get.” But is that what … Read More
Top Sales Podcast: Mark Holmes on Value Propositions
The Salesman’s Podcast – world’s largest B2B Sales Show and a top Hub Spot sales podcast pick. We discuss ‘how to create, communicate and sell a powerful value proposition’ and ‘ways to create highly effective sales questions that open doors and close sales.’” Two of the … Read More
‘Sameness Selling’ Kills Sales
Limp-along sales growth and a salesforce that’s stuck in a mink-lined rut are symptomatic of ‘Sameness Selling.’ And it may be more common than you imagine. Just consider for a moment some of the main B2B sales problems today. Think about how issues like these … Read More
6 Ways Smart People Tackle Time Management
Time is forced on all of us. The next sixty seconds come whether we are ready for them or not. Most of the sales leaders and sales reps I work with face an endless stream of tasks to complete, have the need to juggle numerous … Read More
Successful Template For A Win-Loss Review
Having a successful approach to analyze why you won or lost a sale is one tool you definitely want in B2B sales today. But, you’ll need the cooperation of your prospect to do it effectively. The reason you want to know why you lost a … Read More
Five Attitude Keys For Your Best Year Ever
Attitude involves how we look at life. It influences our physical and emotional wellbeing, and affects our personal relationships. Virtually anything worth achieving can be helped along with a positive attitude. A negative attitude, on the other hand, can seriously compromise a person’s performance and … Read More
Why Listening Can Increase Your Sales
When sales fall short the obvious culprits get the blame: the product line is weak, prospects don’t get your value or the price is too high. But no one blames it on inadequate listening skills. And yet, listening has been the focus of many studies … Read More
How to Create Trust and Value With Any Buyer
Reading time: less than 2 minutes Customers want value, and they want the sales rep they deal with to bring value themselves. How so? By not wasting their time, being honest, offering distinctive and relevant insights they can benefit from. To bring value, however, you … Read More
10 Quick Tips for Writing Sales Emails
Reading time: 2 minutes I had lunch yesterday with a friend. He took a week’s vacation and came back to over 800 emails! Can you imagine what he did? He deleted as many emails as possible in as little time as possible. The brutal fact … Read More
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