Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting and every...
How to Sell Articles
The Sales Demo Buyers Want
Salespeople have long operated under a set of assumptions about what buyers want and need during the sales process. A...
Signs Your Prospect Isn’t Interested
Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling...
Why Saving a Dying Deal is Almost Impossible (And What to do Instead)
It looks like a client of mine is about to lose a massive deal. A serious sales failure is unfolding and the root of...
The 4 Question Qualifying Process That Will Fix Your Pipeline
Let’s talk about the qualifying process. Qualifying prospects is an essential part of a fluid sales process for a...
What Your Customer Doesn’t Know That’s Costing You Sales
“No we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you...
4 Sales Mistakes That Drive Buyers Crazy
As a sales leader with decades of experience, I’ve developed a sharp eye for sales tactics – both good and bad. All...
The Prospect Said Yes, Why It Doesn’t Mean Sh*t
I’m sitting in a pipeline meeting and ask the rep if the deal will close. He confidently replies, “Yes!” “Great,” I...
Why Don’t Salespeople Know Their Numbers?
Salespeople are not leveraging their sales data. Don’t believe me? Off the top of your head, can you tell me your...
A Sales Growth Company Survey Finds 47.6% of Buyer’s Purchase the Wrong Product or Service
In spite of, or because of, large buying committees, access to information, and strong referrals, buyers are still...
Never Ask a Buyer What They Want
As a buyer, have you been in a sales call where a seller keeps asking you what you want but you realize you’re not...
When a Deal Isn’t Worth it
When you’re in the business of providing services, the mutual respect between provider and client is everything. At A...