Articles from August 2024

Are you struggling to get your sales team to hit their quotas? Understanding win rates might be the key to unlocking better performance.

Are you missing out on sales deals that should be yours? Here’s why, and how to turn the tide in your favor.

To achieve extraordinary sales results, commit to the work others are unwilling to do.

Unlock the secrets to handling complex sales meetings with multiple stakeholders and ensure your next deal is a success.

I started writing and publishing daily, including weekends, holidays, and any day that ends in the letter “y.” Since making the decision in 2008 to write and publish daily, I have published every day, minus 13 days I was in Tibet. Over 14 years, I have published something like 5,400 articles. I will continue to write every day, as this is my practice, one I will keep until I can no longer push the keys on my computer.

Unlock the true potential of your sales force by leveraging marketing in innovative ways that go beyond lead generation.

In the world of influence and decision-making, understanding the distinctions between politicians and B2B salespeople can elevate your strategy and results.

In today’s competitive sales landscape, your personal brand could be the key to unlocking more opportunities.

Over time, the industries you call on will have periods when they face headwinds that cause significant problems. During other periods, the same industry will experience tailwinds, which are beneficial trends and events that companies must take advantage of to be competitive. As a B2B salesperson, you need sales strategies to sell when an industry is facing headwinds or tailwinds.