So you’re thinking about offering a discount. Maybe sales are slow or you think a big client might balk at the pricing...
How to Sell Articles
14 Ways CRMs Are Used Wrong
Your CRM is a tool. That's all. And, like most tools, you have to us it correctly if want get the most out of it....
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...
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,...
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....
5 Ways to Rethink Sales Enablement in 2024
Acknowledging a weakness is the first step towards improvement. Our society has created a hesitancy, especially among...
Gap Sell Keenan 69: Ditch Your Sales Mindset
https://www.youtube.com/watch?v=VNyZ-UPG1NI&feature=youtu.be Gap Selling is more than a new set of tactics...
These 5 Discovery Questions Are Killing Your Calls
Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and...
Gap Sell Keenan 68: But What’s The Problem
https://www.youtube.com/watch?v=FaGkkmPciVw&feature=youtu.be You’ve prospected well, you’ve set a meeting,...
Gap Sell Keenan 67: Selling in Competitive Markets
https://www.youtube.com/watch?v=1YtZHx--ePY&feature=youtu.be Selling in a competitive market can be a grind. Your...