Enablement is often measured by completion rates or content usage. Did the team attend the training? Did they download...
Gap Selling Resources Articles
Simple Lead Qualification Criteria
Everyone wants more leads. But without clear lead qualification criteria, more leads just means more waste (only 39%...
How to Handle Price Objections
Ah, the dreaded price objection. What many think is a sign the price is too high is actually a sign the deal was...
Gap Selling Lessons From Wolf of Wall Street
Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of...
Sales Culture Needs to Change: This is a Horrible Discovery Question
Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the...
How To Know When A Deal Is Ready To Close
I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do...
Maximize SaaS Sales Revenue: Prioritize your Customers
Maximize SaaS Sales Revenue: Your existing customer base is gold, right? We’ve all heard it before, the cost of...
Sales Culture Needs to Change: It’s Time To Kill The Pitch
Part 2 of Why the Sales Culture today sucks. There’s a whole bunch of reasons – selfishness, sales professionals being...
Sales Culture Needs to Change
Listen up we need to change the sales culture. It’s a complete shit show. I had a dude reach out to me the...
How To Be More Buyer-Centric In Your Discoveries
I often get asked by people - how do I get better at understanding my buyers? How do I become more problem-centric?...
Affordability Vs. Budget – Know The Difference
There's a difference between affordability and budget. To be a good salesperson, sales team, or sales leader you must...
How Salespeople Lie In A Way That Let’s Them Believe They Aren’t
Some salespeople lie. They don’t believe they do but they do. Salespeople lie to make a sale. Salespeople lie to get...