Most sales leaders think they have a hiring problem.In reality, they have an onboarding problem. I’ve sat across from sales leaders who were genuinely confused.
Every few years, sales gets declared dead. The internet was supposed to eliminate salespeople.
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When I started my first full-time business, I did so because I got laid off during the Great Recession. In less than an hour, my 5-year plan to open my own business after working in corporate became a 6-month plan. (Because that was how long I had...
Reaching the decision-maker might sound scary, but it's worth it. Why? Well, not only does it make it more likely that we'll seal the deal, but it also helps us serve our clients better. Sometimes, what they need doesn't quite match up with what...
In my book, "Buyer First," I emphasize the significance of meditation and mindfulness practice - a whopping eleven times to be precise. Meditation enhances mental health and rewires our brains to form genuine connections with buyers.So, let's...
Did you know that according to data from Hubspot, on over 100 companies, salespeople sent out 151% more emails since the pandemic started and got a 38% lower response rate?
Rather than a linear process, I see the collaborative selling model as more layered and cyclical. Like, an onion. You peel back the layers of an onion.
"What is the best way to hire sellers, who will work best with our buyers?" Now, this is a question that I hear quite often.
How do I meet the activity levels that my manager is demanding and not turn my buyers off with spam? It is a question that comes up for me every week with sellers. And it's also a question that managers are struggling with as well, the competing...
Trying to keep up with competitive differentiation is becoming far more extremely complex in today's market.
Who doesn’t have excellent customer service? Or an all-in-one solution? Or an AI-enabled widget?
