Category: News
Trading Value
We have to go back in time to explain how I created this most important strategy. When I started selling, there was no internet, no websites, and no way to learn about a company. There was no
Anchor-Based Selling
I am going back to writing daily for The Sales Blog, as this was how I got my start writing. I have missed sitting down to write daily. Some of the time, it is easy to write when I am writing
Why Win Rates Are Collapsing And How to Fix Yours
Research shows average sales win rates hover around 21%, meaning nearly four out of five opportunities are lost. In enterprise sales, win rates can fall to 5–10%, l
Boost B2B Sales by Focusing on Win Rate First
Yesterday, we looked at the hidden cost of low win rates: lost revenue, higher customer acquisition cost (CAC), wasted sales effort, low morale, damaged reputation, longer time to goals,
The Future of B2B Sales Training
I will confess that I have done Workshops and/or Keynote-style training, even though these can provide some small amount of education, they can’t compare to real training.
The Myth of Sales Velocity: Why Quality Conversations Win B2B Sales
B2B sales leaders think speed equals success, but the truth is rushing deals destroys trust and reduces win rates.
The Difference Between Active Sales Reps and Effective Salespeople in B2B Sales
Not every salesperson who looks busy is truly effective—understanding the difference can make or break your sales results.