Can Your Salespeople Articulate Value Or Does It Sound Like Magic?

After nine years working with companies on sales messaging, I have found that the number one inhibitor to salespeople articulating value is that they don’t create enough contrast between the before and after word picture of owning their product.

Digital Lift

There’s a big difference between being a rocket and being shot out of a cannon. Today, 95 percent of all digital marketing programs are the latter.

Marketing That Gets VIP Meetings

A Fatal Miscalculation

We’ve all heard it before — you can’t sell something to someone who isn’t buying. It sounds reasonable enough, but it’s not necessarily true.

3 Reasons Sales Leadership Is Getting Messy (And How to Clean It Up)

Sales leadership has never been easy. I once heard a senior vice president of sales refer to the job as carrying “a carrot and a baseball bat because a stick isn’t enough.” Of course this is a bit dramatic, but motivation was a large part of the job.

Two Leadership Equations That Deliver Growth

Growth is something we must nurture and generate, not just passively wait for it to show up (though sometimes it does). We must make it happen, and be in a position to capitalize on it when our entry point comes.

Underperformance and How To Fix It

Saying there’s an underperformance problem in sales is a bit like saying there’s a salinity issue with the ocean. Sales wouldn’t be sales if there were no hitches in executing your message, maintaining good habits or moving your opportunities ahead.

New Age Product Sales Training for New Age Salespeople

If you have been in sales for as long as I have been, you notice the changes taking place in the selling world – particularly the challenges faced by the younger sales force.

Connecting With Customers In a Way That Scales

There’s no doubt that our emotions have a large effect on our buying behavior. There’s the pride of ownership, the desire for comfort, the fear of “missing out,” and many other customer emotions that a marketer or salesperson would recognize.

Drive Results by Selling Change

You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation.

Look Who’s ‘Carrying a Bag’

Would You Buy from the Presidential Candidates?

The Importance of Understanding Buyer Needs

Virtually all companies claim to be “customer-centric,” but set many of their salespeople up for failure with the prodigious amount of product training they provide. Sellers’ comfort zones become talking about offerings rather than exploring business issues.

6 Ways to Drive Favorable Customer Decisions

To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the brain, which holds memories, emotions and many core beliefs.

The 2 Biggest CRM Mistakes and What to Do About Them

Sales teams are usually viewed as the most important business units in a corporate world. But sales teams have to be smart in order to deliver great results.

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