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6 Ways To Improve Your Prospecting Skills
Have you ever visited a doctor who says hello, then, went on to explain his credential, time in business, specialty and begin prescribing treatment without asking you a single question? Alternatively, maybe [...]
6 Strategic Principles To Develop Long-Term Competitive Edge
The nature of B2B continues to evolve at an exponential rate. The task of selling is getting harder as competition continues to evolve, intensify and specialize. Salespeople are facing market demands that [...]
20 Ways to Confidently Sell on Value Rather Than Price
“Our margin is eroding by the day, and our sales force is not selling on value rather they are leading with price, which is unsustainable. If this continues, I won’t be here [...]
10 Signs It’s Time to Consider a New Job
Regardless of your accomplishment in life and your career. There is a time in life when everyone fantasized about a career change, because of a sincere desire to explore new things, or [...]
Promotion Denied! Reason – Exceptional Performance
Everyone dreads employee performance measurement. Managers despise the pressure and the delivery of feedback. Employees love positive evaluations that lead to financial gain or potential promotions and rebuff negative assessments. Performance-reviews measures [...]
20 Ways to Confidently Sell on Value Rather Than Price
“Our margin is eroding by the day; our sales force is not selling on value rather they are leading with price, which is unsustainable. If this continues, I won’t be here as Head [...]
Customer Centricity Is The Future of B2B
"A customer culture is as fundamental to your business as breathing is to living. It is the life force of your business" ~ Dr Linden R. Brown As a sales leader, I [...]
The Future of B2B Sales
If you have been in B2B sales for a while, you probably realized that the profession of sales has dramatically changed. The approaches that worked well in the past, no longer work [...]
Common Reasons Why Sales Managers And Sales VPs Fail To Achieve Success In B2B Space.
Creating quota-busting teams isn’t easy endeavor, even when endowed with the right experience, financial means, and technological advancement. If it were easy, every field-sales manager would make it to the top. Sales [...]
Why Is Turnover So High In B2B Sales?
Salespeople turnover average around 34.7 % per year In United State. However, it can widely vary across industries and companies. A modest amount of turnover is normal, expected, and can be healthy. [...]