Question Obsession: The Silent Sales Killer
Have you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the "perfect" question sequence before every sales call? Are your meeting…
The Truth about Sales Rejection: It’s Not about You
According to a recent Braintrust study on B2B selling, only 33% of sales reps consistently hit their targets. Whether that data point reflects inaccurate goalsetting or a need for upskilling,…
Why Taking Risks Creates Trust
Due to several universal experiences and observations, everyone is familiar with taking risks, whether they engage in them or not. Even those who avoid taking risks are familiar with the…
Trust Matters, The Podcast: Set Up for Failure By My Boss – Special Guest Andy Paul, Author & CEO, The Sale House (Episode 23)
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Tell Your Client Why They Don’t Need You
No, I'm not crazy. (Well, not because of that headline, anyway). It's actually a serious admonition. Here's why, and how. ---------------------- I suspect you want your clients to trust you.…
Trust Matters, The Podcast: Why Won’t My Client Say ‘YES’? (Episode 2)
[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is Episode 2 of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…
Question Obsession: The Consultant’s Nemesis
Do you go into sales meetings – even meetings with your existing clients – with a slew of prepared questions? Do you constantly find yourself asking question after question in…
It’s Always Risk-on for Selling
In the financial trading community, there is a concept called "risk-on, risk-off," or RoRo for short. It refers to the general market sentiment at a point in time. Simply put,…
Don’t Confuse Your KPIs with Your CSFs
I spoke with BigCo, Inc. They wanted their B2B salespeople to become trusted advisors. They felt (correctly) that greater trust levels with their customers would result in greater intra-customer market…
Don’t Focus Just on Skillsets
It's become a truism: you can't manage what you can't measure. (Actually, it's quite a debatable proposition.) A corollary is that therefore what matters are observable behaviors, hence the essence…