Spoiler: It’s no longer what it used to be. For decades, customers gravitated toward a certain kind of salesperson. The ones who excelled in a world where sellers controlled the information, meetings followed a predictable script, and the “best” reps …
Once upon a time, selling felt simple. You prepared your meetings with a clear goal. You asked smart discovery questions. You dug into problems and dissatisfactions. Together with the prospect, you defined the need for a solution. Perfect, right?Selling was …
In a 2024 study by Salesforce, 67% of sales professionals didn’t expect to meet their quotas that year, and 84% missed them the year before. According to Forrester, the average sales target achievement for B2B sales organizations is 47%, indicating …
Lately, I noticed with some salespeople the irony of, on the one hand, persuading everyday customers to change, but, on the other hand, they have difficulties themselves with making changes. Although they have seen a decline in their closing ratios, …
It is time to fix what is broken. Take control again of your sales process.