This Story is About Sally by Ton Verleg a Sales Executive on her way to a prospect. She followed up on a lead and shared with me that the opportunity looked promising. I asked her: what […]
Spice Up Your Meetings
by Ton Verleg Preparing for a meeting with a potential customer, think about how you can spice this up in the sense that your stakeholder will actually do something after the meeting. How often do […]
Enabling the Buyer Discovery
by Ton Verleg Loyal readers of thesalesadvice may have noticed that I have been posting lately more views about how to become better at a Discovery Conversation. In the end, after what you have learned […]
In B2B, It’s Dominate or Die
by Chris Beall B2B companies don’t seem to last long these days for two simple reasons: The key to survival is market dominance. Why? Because if you can dominate one market segment by becoming the […]
Relative Efficiency and Effectiveness of Cold vs. Follow-Up Calls
by Chris Beall Overview: In December 2017, ConnectAndSell conducted a comprehensive retrospective study on follow-up B2B telephone calling, comparing the efficiency and effectiveness of two basic calling scenarios: Hypothesis: Anecdotal evidence and analysis of calling […]
Turn On The Power of Reciprocity
by Ton Verleg Reciprocity: the practice of exchanging things with others for mutual benefit The type of value you bring to a meeting has changed. In the past, the customer allowed us to ask many […]
The Rapport Equation
by Chris Beall In sales, we have long had the notion of a territory, granted as a kind of fiefdom to a salesperson willing to mine it for us. The notion is fundamentally feudal, but […]
Part 2: One Constraint to Rule Them All
by Chris Beall In Part 1 of this two-part blog series, I made the claim that sales headcount is not a growth constraint for most B2B companies. This claim must, of course, be wrong. How do I […]
The Golden Rule of Sales — Follow Up!
by Chris Beall Let’s imagine you own a gold mine. For years, you’ve been walking into a dark hole in the ground, using your headlamp to follow a promising vein of gold-rich quartz, and using […]
Part 5: Can B2B Sales Be Industrialized?
by Chris Beall Part 4 of this series focused on the possibility of industrializing the top of the sales funnel. The question has been raised: “Why just the top of the funnel?” After all, if we […]