Business today is supercharged by big data. New technologies are coming online almost faster than we can learn them in the enterprise world. This is creating all sorts of complexity, and sometimes confusion. In the sales world, there’s an elaborate focus on whiz-bang deal-making pipeline machines that sometimes takes away from the inherent natural power […]

On some level, your success in the sales world is dependent on how you think. It’s not so much about having a certain belief or following a certain process. Instead, it often boils down to how you see the world. The undercurrent of these mindsets will guide you to react in different ways. Let’s take […]

If you’re reading this, you’re probably disappointed in your recent sales. Maybe you’ve done okay in the past, but you just saw two quarters of decline in a row, or maybe you’ve just started a new business and you’re not getting any sales traction. In any case, your sales strategy is a hot mess. You […]

You might think you know what it takes to be a top salesperson, but are you sure your ideas reflect reality? There are many misconceptions about the best qualities in sales, based partially on portrayals of salespeople in pop culture and partially on historical approaches (which no longer work). To make matters worse, many of […]

New salespeople often believe that the biggest key to success is overcoming objections—finding out what’s stopping people from buying and negating those reasons through persuasion. And to be clear, this isn’t necessarily a bad strategy. But if it’s your main priority, at the expense of the rest of your strategy, it’s going to devastate your […]