Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Once you’ve mapped the company […]
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Referrals might be your silver lining. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. But there’s one I’ll never forget. It was 20 years ago, when I was working as an account-based sales rep, and I lost the biggest deal of my career. I was so […]
Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for suitcases. It was my job to […]
Here’s how to land and expand outside the box. “I’ve been waiting my whole life to say this.” That was the subject line of an email I received from my daughter. She explained that my granddaughter, age six and in kindergarten, wanted to wear high-heeled play shoes to school. My daughter, of course, said no. […]
Here’s what you might have missed from No More Cold Calling this month. It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Really? Referral selling is my brand, my mantra—you know, the sort of thing you […]