So many salespeople think there is no difference between booking and revenue. Many may not even have heard the word “bookings.” For most transactions, there is no difference. Bookings and revenue happen at the exact same time. Your customer buys from you....
What’s the difference? I get this question a lot. Here’s the answer and I’ll make it as simple and as clear as possible. I think it’s important, very important, that salespeople understand the difference between selling a product and selling a...
As a sales leader, what do you do when one of your sales people loses a big deal? Do you kick the shit out of them by calling out everything they did wrong? Do you play Monday morning quarterback and point out all the mistakes that were made and how losing the deal...
If you’re going to become successful at Gap Selling you need to start asking why. Why? Kids are great at asking why. They accept the fact that they don’t know very much, so they just move through life, like an information sponge asking why...
There is a real difference between these two. Too many of us confuse the two, and they are not the same. Experience simply marks the time we’ve been doing something, but it’s a bad gauge of how well we actually do it. Expertise, on the other hand,...
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