How frequently do you use the term “ROI” in front of customers and potential buyers? I frequently hear sales and marketing professionals talk about “ROI” inaccurately. If you're having a…
An RFP lands in your inbox. It’s from a company you would love to do business with. Your pipeline for the next two quarters isn’t as strong as it could…
Have you ever heard customers say, “I don’t believe these numbers,” while showing them the business case for your offering? It’s not that the customer thinks you’re a liar. The…
What’s the best way to get a buyer’s attention, move deals quickly through the buying cycle, and increase close rates? Follow these five fundamental steps. (For a handy summary of…
It’s happened to the best of us. You tell a prospect how much your product or service costs and they respond with silence. This is known as “sticker shock” and…
What makes sales management such a tough job? There are many reasons, but a very basic one is that your success as a B2B sales manager depends on the performance…
It’s every sales manager’s nightmare. While reviewing the sales team’s monthly sales forecasts, too many opportunities forecasted to close this month at 90% probability are deals that were previously forecasted…
Recently I was reading Dr. Seuss’ “The Lorax” with my six-year-old daughter. In the book, the character of the Once-ler says, “Unless someone like you cares a whole awful lot,…
