Blog: The Pipeline

Are you confusing PRICE and COST?

Confusing Cost for Price can be a big mistake when selling to customers

A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the...
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Order Takers vs True Sellers_ 5 Signs You've Got Fake Sales Reps on Your Team

Order Takers vs True Sellers: 5 Signs You’ve Got Fake Sales Reps on Your Team

Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one...
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5 Strategies to AVOID Sales Burnout

Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target....
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Be Wary of GROSS Sales Advice

Is It BAD Sales Advice? Be wary …

Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is...
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High Intensity Interval Selling

Rock your Business Development Results with THIS new Challenge

Last week I decided to try something new with my sellers. I recognize this look of exasperation when I ask my sellers about their latest...
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avoid resuscitating a deal gone wrong

3 Ways to Avoid Having to Resuscitate A Sales Deal

“Oh crap. Is it too late to resuscitate?” Recently, a sales team found out the hard way that a client was pissed about something that...
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