B2B Sales Coaching 101

When I reflect back on the sales coaching method that I found to be most effective, it really is quite simple. Not surprisingly, it always comes down to the fundamentals. The first thing is activity. There is a baseline of consistent outbound sales activity that your sellers need to conduct in order to build an adequate…

2020 Vision: B2B Sales Predictions

As we B2B sales practitioners and leaders enter a new decade, here are some bold predictions that I envision transforming the B2B sales world: Radically change how sales quotas are derived. According to CSO Insights 2019 World Class Sales Practices Study, only 57% of B2B sales reps are attaining their quota. Yet the same study showed…

What Do Customers Want?

Our customers can be incredibly demanding, right? I mean they just want so many things from us as sales people. Let’s take an inventory of all the “asks” that customers make of us. They want product demos, pricing, proof of concepts (PoCs), technical architecture reviews, cyber security reviews, regulatory compliance validations, performance guarantees, user experience…

2019 B2B Sales Predictions

As I gaze into my 2019 B2B Sales crystal ball, what do I see? Well, for enlightened B2B technology sales leaders I see a tremendous opportunity to improve their selling effectiveness and outperform their competitors. You are probably asking yourself but how, pray tell, is this possible in 2019 when it is harder than ever…

How Do You Sell Through a Recession?

Recessions are inevitable. They are an immutable truth that we all must accept, particularly those of us in the sales profession. Our economy has been incredibly robust for a lengthy stretch of years. You can tell by the sheer number of luxury automobiles that you see every day driving to and from work. Another clear…