All change is hard, but developing a routine is key. Today we're taking a book from a personal running journey,...
How to Sell Articles
What is a Sales Pipeline and How to Build One: A Comprehensive Guide
The term ‘sales pipeline’ is more than just a phrase tossed around in meetings. It is a critical framework for a...
Mastering Close Rates: What They Are and How to Improve Them
Close rates are a pivotal metric when you are assessing the effectiveness of your sales teams and strategies....
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...
Inventory Turn: What Salespeople Must Know
The Ultimate Sales Guide to Inventory Turn and Inventory Velocity I’m gonna take a break from economic...
Selling Change: Embracing Customer Discomfort
Selling Change Sales is predicated on change. Anyone disagree with me on this? The whole point of selling or buying...