Rethink Your B2B Revenue Model
Early in my career, I made the not-so-typical move from engineering to marketing and spent 15 years innovating and creating events, programs, content, processes,...
How Risk Reversal Language Will Help You Accelerate Your Sales Cycle
What’s the ultimate, late-stage barrier when you’re trying to push a deal through the sales cycle?
Buyer anxiety.
An excited prospect who believes your value proposition...
Now More Than Ever: Personal Presentation Tips for the Digital Age
Over five years ago, I shared my personal presentation tips in a three-part series published in the online edition of “The Journal of Sales...
Why You Need Live Chat Now for B2B
Welcome to the 21st century where communicating with businesses online is instant. Gone are the dejected days when a client would click on the...
How to Write a Compelling Media Kit That Sells
Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if...
Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team
If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never...
Building A B2B Sales Force That Works
The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends...
7 Questions to Build Rapport in Sales
Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin...
Incentive Program FAQs
A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the...
13 Musts from an Accidental Salesperson
I fell into sales in 2008 kind of by accident. At the time, I had a consulting business that revolved around the plastics industry,...
