Tesla’s Model Y costs about $20,000 more than comparable electric SUVs, yet they delivered over 1.2 million units in...
How to Sell Articles
Sales Needs Creatives, Not More Templates
Scroll through LinkedIn, every post and comment sounds almost identical. Imagine being on the receiving end of...
The Cold Outreach Your Buyers Want
It’s pretty simple, most buyers just won’t respond to cold outreach. But why? In ASG’s recent comprehensive buyer...
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...
Discovery Call Preparation: The Ultimate Guide
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...