ASG’s buyer survey confirms what many reps still get wrong: buyers don’t care about liking the seller. They care about...
How to Sell Articles
5 Things B2B Buyers Expect from Sales Reps in 2025
ASG’s 2024 buyer survey reveals critical gaps between how sales teams sell and how buyers want to be sold. The data...
Getting Started in Sales: What Every New Rep Needs to Know
If you're new to sales, you've probably heard a lot of conflicting advice; build relationships, be persuasive, stay...
The Secret to Killing Sales Quota
Quota, quota, quota. Ever feel like that’s the first thing you think about when you wake up and the last thing on your...
One CRM Entry Every Opportunity Needs
There’s a whole bunch of stuff that goes into a CRM. Sometimes it’s useful, others it’s as useful as a screen door on...
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...