CRM: More Than Just a Management Tool Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think...
How to Sell Articles
Increasing Win Rates: The Critical Role of Buyer Data
Win rates are one sales metric that may stand alone as the single most important KPI. However, a staggering number of...
Sales Processes: Finding Your Roadmap
All change is hard, but developing a routine is key. Today we're taking a book from a personal running journey,...
The Sales Guide to Listening
Sales, you're not listening. It’s recently become crystal clear to me that a really ugly pattern has managed to sneak...
The Sales Success Formula
Success in sales is hard. Sometimes it’s elusive and complicated. Sales people are continuously searching high and low...
How To Write High-Converting Sales Emails
Most of you are probably too young to remember the start of electronic communication. In those days we’d craft a...
Gap Sell Keenan 62: Lead Qualification
https://youtu.be/PS4KMMO0U5g Lead qualification is the process of evaluating and categorizing leads based on...
Why Salespeople’s Product Demo’s Suck and What to Do About it!
Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in...
What Are You Really Selling?
You're Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might...
Preparing for a Discovery Call: What You Need to Know
Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a...
Gross Margin: How to Calculate it and Why Salespeople Need to Know it
A Sales Guide to Gross Margin I talked about the profit and loss statement in an earlier post, but wanted to tackle...
How Government Mandates Shape The Sales Landscape
The Influence of Government Mandates This week, I’m going to talk about government mandates. Mandates are a BIG deal...