Three weeks ago, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location.In any major Las Vegas casino, you’re confronted with the strange dichotomy of human e...
Build a Better Customer Experience with a Shared Framework, Language and Toolset
What do revenue operations, buyer-centric selling and value-based selling have in common? At their core, they are concerned with one principle: aligning the revenue engine to the way buyers want to buy
One Framework for Better Sales Emails, InMails and Warm Calls
You’re the SVP of Sales at an engineering firm that designs braking technology for major car manufacturers – and you’ve been tasked with growing revenue 20% YOY.Easier said than done, especially since your cost of acqui...
Chasing Sales Efficiency Won’t Make You More Effective
Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer
5 Keys to Closing Sales Before the End of the Year
The understatement of the year? Selling in 2022 has been difficult
5 Ways to Negotiate a Win-Win￼￼
Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.We learned how to focus on the other individual, generate a feeling of safety, use their language to increase ra...
4 Ways to Jump-Start Renewal Sales￼￼
Over the past two years, the sales profession has seen more than a few headlines that turn heads:“43% of B2B customers prefer a rep-free experience.” (Gartner)“86% of reps said they’ve either lost or had a deal delaye...
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives anxiously checking emails and monitoring economic developments.Don’t get me wrong, there are many reasons t...
How Salespeople Can Ask the Right Questions During Discovery
I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead