One of the most important positions within a company is that of a Sales Leader. Unfortunately, it is also one of the most precarious. The most recent estimate of a Sales Leader’s tenure is only…
The key to victory is not defeating the enemy but defeating the enemy’s strategy. Therein lies his vulnerability. ~SunTzu In order to understand your competitor’s strategy, there are 5 things you must know in every…
You remember the 3 “Relationship Sins” that we all tend to fall victim to in our deals: We over-invest in the wrong people, We under-invest in the right people, and We miss key people in…
The majority of base accounts have nowhere near the revenue penetration that we both think they do, or desire that they have. On average, base accounts have 15-20% revenue penetration for the client’s spend in…
Before we can discuss the logical aspects of preparation, let’s first understand the dynamics of a meeting. There is a difference between attempting to “sell” people something and “moving” their position of belief. Here we…
As Sales Leaders, the most effective weapon we have to achieve our sales goals is the team’s ability to conduct compelling interactions with their prospects and clients. In the context of sales call execution, a…
Too many times salespeople stick to talking about their own products and services because that is where they are most confident and comfortable. They discount their personal knowledge and that of their company unnecessarily, thinking…
There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be human and explore emotions…
Although there is no exact formula to build a great salesperson, there are a few key factors that elevate an individual salesperson to the level of greatness. It is difficult for sales managers to recruit…
Do your competitors fear your salespeople? Your salespeople are engaged in hand-to-hand combat. Your competitors are fielding their best sales talent against your best sales talent. Previously, to gain the advantage, companies hired more and…