Category: Sales Skills

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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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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For many years sales leaders, consultants and professionals have all extolled the virtues of having a well defined sales process. I’ve been one of them for many years. But my thinking has begun to shift and I’m asking myself if we should even talk about sales process anymore. But let me back up a bit first. It’s been said many times, many experts, that buyer behavior is changing in fundamental ways. And it’s true! […]

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“Outstanding people have one thing in common: An absolute sense of mission.”      – Zig Ziglar   Why do companies create mission statements? To impress their employees? Customers? Investors? Maybe all of the above? Of course that’s the cynical way to look at it. Many companies actually create mission statements to define the mark they intend to make in the world. How and where they will do “good work”. How they add value and […]

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