Why Your Sales Meetings Are So Bad – and...

The first significant point of customer engagement for most sellers is usually a sales meeting …

10 Critical Mistakes that Could Damage Your Account Planning...

In sales, we often talk about focusing on the low hanging fruit: the easy wins …

Sales Targets: Who’s Who and Why Do They Matter?

Our survey of salespeople (see The Biggest Account Planning Challenges & How You Can Fix …
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Choose Wisely: The Art of Pursuing the Right Customers

In sales, there are really only two things that you control: who you call on, …
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Knowledge, Expertise, and Sales Velocity – the Role of...

Talking about “Sales 2.0” brings strange reactions from people. “If we don’t get some of …

Know Your Buyers…Before It’s Too Late

As a B2B seller, is your favorite word ‘I’, ‘We’ or ‘You’? I sure hope …

12 Critical Tips for Sales Account Planning

When is the right time to start thinking about maximizing revenue from your existing customers? …

Account Planning increases your win rate x7

What do you call your Account Planning process? Do you know its value to your …

The Secret to Selling SaaS – Value vs. Product

Often a conversation with a customer can begin with this question: “So what is it …

There are 4 sales velocity levers. Are you...

There are only four factors that impact how much you sell. I use a term …

If 6 was 9: The Anatomy of a Lost...

My favorite track from the Jimi Hendrix Axis Bold as Love album is Jimi’s individualistic …

The Vanity of an Inflated Sales Pipeline

Which is better – a sales pipeline that has $30m in opportunities, or one that …