The 4 Forces of Disengagement

I recently attended a webinar produced and delivered by The Predictive Index. I tend to be skeptical about solution provider produced webinars, as too many are unfortunately still sales presentations masked as educational content. The Predictive Index delivered on it's educational promise and my 40 minute investment was well worth it. Broadly the topic was … Continue reading The 4 Forces of Disengagement

Trust, the fulcrum of selling success

When your prospect or client really, truly believes that you have their best interest at heart you'll have established trust, the fulcrum of sustainable business relationships. How do you know when you’ve developed a trusting relationship with a buyer? • The buyer asks your advice on professional and/or personal issues. • Your “push-back” on decision-making … Continue reading Trust, the fulcrum of selling success

Sales skills evolve along with the new buyers journey

“On average, customers progress nearly 60% of the way through the purchase decision- making process before engaging directly with a company.” Executive Board Marketing Leadership Council Research 2013 This data point has been referred to often since it was published. It's interesting and makes sense, right?  Online research, peer communities and reviews, colleagues, company websites … Continue reading Sales skills evolve along with the new buyers journey

8 reasons revenue teams miss targets (a 60 second read)

Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)

2 non-sales books every salesperson should read

Here they are, chosen from hundreds of books that I have read over the years. The Effective Executive - written by Peter Drucker. Widely recognized as one of the greatest management thinkers of all time, he was celebrated in 2005 by BusinessWeek magazine as “the man who invented management". Dr. Drucker believed that every knowledge worker … Continue reading 2 non-sales books every salesperson should read