Top Reasons Salespeople Win or Lose a Deal
We know from project postmortem results that sales success isn’t as random as many sales reps would lead you to believe. Whether a key sales deal moves forward or collapses, the outcome is typically rooted in predictable sales behaviors, actions, and perceptions —...
The New Reality of B2B Selling
The New Reality of B2B SellingThe world of B2B sales has been turned upside down. The new reality of B2B selling has given customers access to enough information that buyers rely far less on a sales rep to educate and influence them early in the buying...
How to Be Smarter at Sales Negotiations
Mutually Beneficial NegotiationsFor the kinds of negotiations that satisfy both parties and are likely to create value over time, you need to accept that win-win negotiations are more about cooperation and mutual benefit than confrontation and a zero-sum game. Sure,...
How to Design a Motivational Sales Compensation Plan
The ProblemThe problem for so many sales managers is how to design a motivational sales compensation plan that keeps sales reps motivated to perform. It’s a delicate balance between: Setting quotas high enough to challenge the best solution sellers but low enough to...
Identify a Compelling Sales Trigger to Win More Deals
What Is a Compelling Sales Trigger to BuyExperienced salespeople know that sales success is all about relevance, access, and timing. Your chances of success are greatly increased if you can contact the right person, at the right time, with the right need that matches...
6 Sales Moves to Prepare for a Downturn
A Downturn is Coming at Some PointPundits tell us that, like the next earthquake, an economic recession is inevitable and on its way. The good news is that for both disasters, natural and economic, the right preparation can minimize the negative effects. Does your...
The Top 3 Ways to Get Access to Executive Decision Makers
Access to Executive Decision Makers One of the first steps in any sales process is getting a meeting with your target buyer. Most sales strategies try to go as high in a company as you can, but it is becoming more and more difficult to gain access to executive...
