How B2B Buyer Behavior Has Changed

I’ve always believed that at the heart of it, business buyers are just consumers with different priorities and a bigger checkbook. Businesses now shop for suppliers very much like we do as consumers – digitally. That behavior is increasingly the norm. These pandemic months of sheltering in place have only accelerated changes in B2B buyer [...]

How B2B Buyer Behavior Has Changed2020-11-09T15:31:17+00:00

How to Create Highly Effective Virtual Client Interactions

In this seventh month of social distancing, client communications seem ever more remote – less accessible and a bit aloof as well as physically distant. How in the world can your sales force stay on top of their game and meet their goals? Now is the time to reassess their online skills and teach them [...]

How to Create Highly Effective Virtual Client Interactions2020-09-09T19:29:17+00:00

How to Make the Move to a Virtual Sales Force

As we start our sixth month of quarantine across America, it is time to come to grips with the fact that some version of “virtual selling” is here to stay. What this means for leadership is that just adapting in-person techniques to digital/virtual sales will no longer get the job done. Instead, teach your team [...]

How to Make the Move to a Virtual Sales Force2020-08-10T17:30:33+00:00

How to Set Sales Quotas

A friend in the process of starting a new business recently sent me an email, asking, “How in the world do I set sales quotas?” For anyone who hasn’t done this before, the answer can be fairly elusive. Setting quotas is a blend of art, experience, and data. Before you start, make sure your sales [...]

How to Set Sales Quotas2020-07-13T16:04:23+00:00

How the Right Value Proposition Removes Obstacles to Growth

Obstacles to growing a business are not always monetary. Issues that restrict a company’s ability to grow are sometimes related to the wrong value proposition (i.e., focusing on your business offering, not on the customer’s needs). How do you know if you have the right value proposition that removes obstacles to growth? And if not, [...]

How the Right Value Proposition Removes Obstacles to Growth2020-02-05T20:55:46+00:00

Murphy’s (Sales) Law: Everything That Can Go Wrong with Sales Performance, Will

Starting a company is hard work. Keeping it running properly is even harder. You live your life in a swirl of competing priorities; on any given day, you’re likely to be launched sideways by an unexpected hiccup. So, how do you keep revenue growth on track and predictable while dealing with a myriad of other [...]

Murphy’s (Sales) Law: Everything That Can Go Wrong with Sales Performance, Will2020-01-15T16:18:31+00:00
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