How to Shorten the Sales Cycle
The sales cycle is getting longer. B2B buyers spend more time researching purchases, and they’re walking most of their decision journey alone,...
Selling to the C-Suite
I recently delivered a keynote for the Xchange Solution Provider Conference on Leading Breakthrough Sales Performance. To prepare, my team conducted...
When Saying “No” to a Customer Makes Sense
Customers — even your very best customers — aren’t always right. That old adage can quickly take a company in the absolute wrong direction. Saying...
How Sales Auditing Improves Results
As a sales leader, what are you inspecting?
Checking In
Can social selling really affect your bottom line?
The Student, Teacher and Storyteller
Customers are more sophisticated and have new expectations about the role of the sales professional and vendor partner.
Best of Breed 2013: Leading Breakthrough Sales Performance
Two weeks ago I had the opportunity to give a talk at the 2013 Best of Breed Conference. I spoke about the future sales model IT integrators must...
5 Keys to Get a Better Return on Sales Training
The best sales organizations invest in creating a culture of continuous learning. But how do you know when you are getting a good return on...
Do Customers Respond To Your Email Pitch?
I recently received a long email pitch that included links to an online portfolio of work, website, blog and corresponding articles. Following his...
I Closed This Sale on Twitter Last Week
Last week, I was preparing to head west to keynote the annual Sacramento Area Human Resources Association conference. I was excited to see Sacramento...
5 Keys To Convert A Warm Lead
How do you respond when a warm lead hits your email inbox?
The Trust Gap
This week I had the great privilege of working with AgStar Financial Services, one of the Twin Cities’ Top Places to Work (for 3 consecutive years)....
3 Questions to Ask After a Sales Engagement
You hang up the phone. You press “Send” on an email. You hop in a cab after a lunch meeting.
RockStar Selling: 5 Star Traits
What makes a salesperson a rock star?
6 Strategies for Success in the Experience Economy
We all know the economy is constantly changing. And when our customers change how they buy, we better change how we approach selling. Here are six...