3 Ways to Win Big with Generosity

"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.

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Mastering Value-Based Selling: Personal vs. Operational

Mastering Value-Based Selling: Personal vs. Operational

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to the client. The better you are at defining this, the better you become at building a broad array of connections that improve your closing ratio.

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Sales Managers: Get Out from Behind Your Desk | Sales Strategies

As sales managers, you can’t solve your team and company’s problems if you're not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk. However, you need to get out and talk to customers or, at least, talk to them virtually.

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Know the Different Types of Customer Value | Sales Strategies

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I'm not opposed to product training, but it's critical that we don't pitch product features to our customers. Instead, what we need to do is transition product training into value training.

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Beware of All That’s Familiar in Selling Now

Beware of All That’s Familiar in Selling Now

I don’t need to tell you that the 2020 global pandemic was a watershed year for change. But, what gets overlooked far too often is that the conditions for change—especially in sales—were apparent for years. Selling was ripe for disruption because, as the marketplace changed, the behaviours and assumptions of sellers did not.

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