Some deny it. Others embrace it: The eagerness of continuous learning. For Sales, knowledge is the new value to trade, and it will affect your income. As Jeb Blount says in his book Inked: In Sales, when you out-learn, you …
Yes, coming back to your workspace or working rhythm after a relaxing Christmas and New Year’s break is, for many salespeople, a time to ‘settle in’ again. Many are contacting their top customers to wish them a Happy New Year …
Many people make them, but not many actually keep them: New Year’s Resolutions. If you have your mind set on hitting home runs this year in Sales, then here is a list that will help you. For loyal thesalesadvice followers, …
One of Jeb Blount’s famous quotes is, “Overcoming doesn’t work. There is a universal law of human behaviour: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their …
Upon request, I repost this blog about “If Doctors Could Sell.” with additional clarification. Sales Executives and Sales Managers I have been talking to recently found this an excellent example of why it is so much more effective to share …
I am currently delivering a sales training in Shanghai. What a beautiful modern city that is. You notice progression and innovation wherever you look. Impressive skyscrapers surround the famous Huangpu River and the traditional old town. The streets are clean, …
Implementing anything new successfully requires acknowledging the need for change, creating a plan and strategy for the change, implementing the plan, and embedding the shift in the company’s culture. The latter task is what most companies struggle with. And with …
In the fast-paced world of sales, adaptability is critical. AI is approaching at an accelerating pace as an everyday source of information. You may have read articles claiming that AI will take over human beings’ jobs. For Sales, nothing is …
When I was selling as a Field Sales rep, life was easy. Traffic jams were rare (yes, that does exist). Appointments were relatively easy to get. Prospects were curious about what you had to sell. Without exaggerating, they welcomed you …
Despite you doing your best in selling, your prospect doesn’t want to sign the contract you offered and your opportunity stalls. You are at a dead end. There are objections, price objections even. How do you handle these? According to …
Salespeople are challenged in today’s information-rich buying environment to engage productively with B2B buyers and secure quality opportunities. One of the reasons behind this challenge is the Customer’s distrust. When sharing information with Customers, I am sure we all have encountered ‘Customer …
Often misunderstood, modern selling is not a straightforward, closing-deals-in-one-meeting thing. Selling with the Buyer’s Perspective requires you to create value for multiple levels of an organization; hence, this needs a well-thought-through plan. Despite having the right intentions, some salespeople struggle …
One of the main challenges in modern selling is that the salesperson moves faster through their sales process than the buyer through their buying process. Once that happens, you notice a conversation disconnect, expressed in a concern, a disagreement, an …
Traditional sales approaches taught you to speak to the decision maker, do your sales pitch and close deals. Hard closes, soft closes, it didn’t matter as long as you brought in the revenue. Fast forward to the present; achieving your …
If you recognize the challenge that your middle management stakeholders love your ideas, but your proposal is stuck somewhere between them and their bosses, then read on how to improve your chances to influence senior management or boardroom members. Decisions …
By the end of this month, you will have ninety days left to reach your sales quota for 2023. Without a doubt, you need revenue acceleration. Winning the business from big dream accounts would help. But, in general, bigger opportunities …