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
How to Continually Qualify Prospects Throughout the Pipeline
Accurate and reliable forecasting will transform a sales organization.When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out differently:In a recent Forrest...
How to Create a Multi-Channel Prospecting Cadence that Works
You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Think back to the last time you shared a meal with a good friend.You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the backgro...
Three Ways to Show Up as Your Authentic Self
How do I be me virtually?Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
What better way to kick off winter in the northern hemisphere than with something a little tropical?Specifically, a tropical thought experiment
The Top Five Sales Lessons of 2021
If the B2B sales cycle is a marathon, Q4 is the final half-mile.It’s a time of triumph, defeat and resiliency — and when you’re in the middle of this race, it’s difficult to find time to reflect
