Much like a sports team that assesses their performance at halftime, it's not the current state (i.e. score) that truly matters; it's how we leverage that information behind the score that's crucial. Similarly, when it comes to deal qualification, merely having a...

One fundamental principle consistently emerging as a game-changer is the art of listening to learn. In the fast-paced world of sales, where the pressure to close deals is immense, it's easy to overlook this simple yet profound skill. In this article, I'll delve into...

As businesses adapt to the new normal, sales professionals find themselves facing a unique challenge: The uncertainty of the post-pandemic landscape has brought forth a myriad of concerns, but it has also paved the way for resilience and innovation. Here are key...

Executives have access to more information than ever before. In fact, they may have access to so much data that they fail to make decisions purely because they have too much information to analyze. This is where sales executives who act as trusted advisors can shine....

As a sales professional, it's easy to get caught up in the features and benefits of your product. After all, it's what you know best, and you're passionate about it. But here's the thing: your customers don't care about your product – they care about their problems....

ValueSelling is a powerful approach to sales that emphasizes the unique benefits and value that a product or service provides to a customer. However, even the best value selling strategies can be undermined by common mistakes that salespeople make. To ensure success...