Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional

Meeting a customer

In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]

Listening is a Sales Skill That is Often Ignored!

In the competitive realm of sales across various industries, the ability to listen effectively is a key yet often overlooked skill. But what would happen if we started to listen more attentively? Are you a great listener? This simple question can have profound implications in your interactions, not just with clients, but with colleagues and […]

Unlocking the Buyer’s Mindset: What Drives Price Demands from Procurement?

Homer Simpson in a suit with the text I need your help

If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than that to get our business.” “Your […]

4 Sales Costs That Are Killing Your Profits

an iceberg

After leading organizations as a CEO and working with a myriad of senior leaders in a wide-range of industries it is our firm belief that many organization waste significant resources because there is little or no financial over-sight in four key areas of selling and customer relations. We believe organizations could improve their financial results […]

Here is What “No Decision” & “Lost Deals” is Costing You!

stacks of dollar bills

According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is staggering. Here are some numbers to ponder. These came […]

Seven Fatal Flaws in Qualifying Sales Opportunities

stopping dominoes from falling

In large measure, the difference between highly productive sales professionals—those who exceed their quota year after year—and those sales representatives who seem destined to underperform lies in a single explanation: the productive seller chases good business and the underperformer chases bad business. For the most part, it’s not how hard they work—it’s how smart they […]

Is Your Lead Management System a Lead Destruction System?

Are you inadvertently losing inbound leads because of your internal systems and organizational structure? Is your attempt to control lead management to your various channel members so rigid and formalized that leads are not being managed in a timely and efficient manner?

Why Sales Data Matters to Your Success!

W Edwards Deming made two profound statements “Without data you’re just another person with an opinion” and “In God we trust, all others must bring data.” If you believe this mantra, why is it that BODs, CEOs and Sales Leaders ignore the sales industry data or delay using the data that is readily available to […]

10 Things Sales Reps Hate with Passion!

Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of being the CEO of their territory. When faced with a constant change, they welcome the […]

Customers Don’t Know What They Don’t Know!

In today’s world of Google, LinkedIn, Twitter, Facebook, Instagram, blogs, newsletters, news feeds, instant messaging and other sources, information is readily available to buyers whether they are B-C or B-B. With these resources buyers are much more sophisticated and knowledgeable before they engage with a sales professional. In fact, we live in a world where […]