Salespeople Close 172% More Doing This to Sell Value
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point …
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point …
Pricing innovation, one of the most common questions we get from clients, has been the topic of several recent posts. Here’s one more to tie them all together*. To many, …
Can salespeople, especially those money-motivated folks who work on commission, be uncomfortable discussing money? Who would think it possible? Well, the truth is that more than a majority of all …
When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze …
I wrote recently about how to price innovation and offered advice to make a risk-mitigated, educated guess based on customer-driven, value-based inquiry, further narrowed by complementary, competitive, and alternative offerings. …
Happy New Year! It’s that time to start fresh and make it a great year. So, leaders and managers, how can you ensure this year actually is a happy sales …
A common question from our clients and keynote audience members is: “How do we price brand new products and services? What do we do about pricing if we have no …
Here’s a question I’m often asked by both business owners and sales team leaders. “What’s the best CRM for our situation?” What most of those asking really want is a …
Some years ago, I received sage advice from a dear friend and mentor to “make the two-foot drop” from the head to the gut. Let me pass that advice along …
Do the reasons your salespeople provide for why they can’t reach their sales goals frustrate you? Do you wish they would prospect more and generate more new business? Are you …
I grew up playing sports. I played softball and volleyball, and I loved being part of a team. But no matter how much I’ve encouraged the idea, my daughters have …
I have learned that mistakes are better teachers than successes. Sometimes we must make the mistakes ourselves, but often we can learn from others making those mistakes. When it comes …