How do sales professionals manage their time for maximum impact? What are the right activities to focus on, and which should not have quite as much focus? Are your priorities unclear or out of focus, leaving you in reaction mode and worried that you’re not focused on the right things? When we slow down to really think about how and where we spend our time, it’s easy to feel that “the whirlwind” is mostly in […]

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In our Buyer Aligned Foundations program, a comprehensive and multi-faceted sales learning program for B2B sales, we cover the 10 Principles of Buyer Aligned Selling that underpin every skill one needs to master to be successful in complex selling. Today I thought it might be helpful to give a bit of a peek into three of those ideas that can make a meaningful difference in your mindset and sales approach tomorrow.   Selling is a Noble Service Experience has […]

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So you are about to embark on sales training? Congratulations! You and/or your company have made a decision to invest in your personal and professional success. You are committing valuable time and energy to the notion that skills training is worthwhile and that there are specific selling skills that make the difference between just getting and having breakout results. Regardless of what program you ultimately decide to pursue, you have made a wise decision. […]

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There has been more written about properly qualifying sales opportunities than just about any other topic. More than the three other critical sales skills (prospecting, positioning and negotiating) put together. But that’s ok because it is so very important. Through the years there have been many very helpful systems developed to help guide you in asking all the right questions. Examples include: BANT      – Budget, Authority, Need, Timeline CHAMP   – Challenges, Authority, Money […]

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Is the glass half full or half empty? “Both!”, says the realist. And so it goes… Many believe that a glass half full is the best way to look at the world, and I usually agree. But sales is difficult, and I think the answer is a bit more nuanced. Which of these three attitudes; optimism, pessimism, or realism serves us best in our sales career? Good question! Some would say optimism. After all, how […]

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