Win-loss sales analysis is an essential practice for the modern, B2B sales organization. Understanding the recurring themes behind your wins and losses will enable you to take the corrective action needed to increase sales productivity and improve win rates. Sales Talent is Scarce To understand the importance of win-loss sales analysis, you have to take a […]
Read moreEvery year sales organization spend millions into new ways to grow sales. Business owners know that sales are the lifeblood of the company, or do they? If you can’t produce new business, there is no company, or at least no future for that company! A recent study of 2,663 sales organizations by Think Training, Nightingale […]
Read moreGrowing up, we all have this idea in our heads that we have to be good at everything. Our parents tell us that we can achieve anything that we set our minds to. Thus, strong mindsets are formed. Although it’s completely true that you should be thinking positively, it is insanely unrealistic that we could […]
Read moreMayflies have the shortest lifespan of any animal on earth, earning them the title of ‘one-day insects.’ Their life lasts only for 24 hours and their only purpose is to reproduce. Here Are Some Facts About Employee Job Retention My interest in the short-lived Mayflies is the morbid similarity that I find between the fly’s […]
Read moreThe sales process often requires many unusual twists and turns. Our original intentions and planning often turn into something much different by the end of a sale. From my experience, the key to success in modern-day sales is creativity. Here are 6 simple, but often overlooked, areas you can practice creative selling. 1. Move From […]
Read moreWhether you work inside or as a field sales person, managing your time is crucial to managing your success. In fact, along with attitude, time management for salespeople is one of the key elements that will have an impact on one’s ability to maximize results and enjoyment in your career. This post is inspired by […]
Read moreIf you haven’t seen Columbo, it’s a classic television show about a homicide detective with the Los Angeles Police department. His ability to pull the truth out of the individuals he interrogated right before he would leave the room was what made him special. Although not a salesperson, there are many sales lessons learned from […]
Read moreWhen you think of “The Office,” you probably think of Michael and Dwight stirring up a fiasco. The crazy moments of the show undermine one of Michaels exceptional skills; Building relationships. This is the most important part of high-ticket sales. Michael’s innate ability to care about the people, instead of the sale, is why he […]
Read moreThe SPIN Model is an excellent tool to study if you are looking to drive more sales. The Romans may not have been thinking about that during battle, however, similar tactics are used today at a much different scale. A History Anecdote: Quintus Fabius Maximus, a Roman Consul, was the only hope to stop a […]
Read moreEmpathy. The ability to gain a greater understanding of another’s worldview. Empathy is different from pity or feeling sorry for someone. Empathy is more profound in its emotional impact. Leading with empathy in sales creates a foundation for trust and understanding. Here are 4 ways you can practice customer empathy in sales. Better Understanding Through […]
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