What is the Most Challenging Sale?

What is the Most Challenging Sale?

What is the most challenging sale you have ever made? What made it so hard? What lessons did you learn from the experience? As a lifelong enterprise sales professional (25+ years and counting), I’d submit that the hardest sale is always the first sale.  Landing...
Why is Sales Enablement Important?

Why is Sales Enablement Important?

Sales Enablement is a really hot topic these days. A Google search on “sales enablement” yields 1,950,000 results. A LinkedIn search on the same phrase shows that 230,595 LinkedIn profiles have “sales enablement” as a skill, along with 64 different Groups that claim...
Are You a True Competitor?

Are You a True Competitor?

“Steve, you have to compete every day of your life and never give up!” Those were frequent words of advice from my Grandfather. He was born in 1900 and emigrated from Canada to Haverhill, Massachusetts when he was a very young child....
Stop the Customer Survey Travesty!

Stop the Customer Survey Travesty!

Are you sick and tired of the customer survey travesty?  These days it seems whether you take your car into the dealership for a servicing, eat out at a restaurant or have internet cable service fixed at your house, there is an associated customer survey that...
The Frictionless Sales Process

The Frictionless Sales Process

Most VPs of Sales tend to worry about things like increasing their average deal size, improving their win rates, and ramping up new sales team members as fast as possible to “full sales productivity”.  They’re concerned with other things...