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How to Sell Articles

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 say, “How do you know?” The rep responds, “The prospect told me. She said they’re going with us.” Do you know how many times I’ve heard a rep say the...

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 close rate for the last quarter? What about your average deal size over the past 6 months? Do you know how much pipeline you expect to close in the next...

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 struggling to make the right choice in their buying decisions.   In today's hyper focus on budget and expenses organizations are taking more time to...

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 totally sure? I found myself in this situation way back when I decided to release the audio version of Not Taught. The owner of one recording studio...