I find myself using the phrase “the industrialization of sales” a lot recently

When you throw a prospect who literally doesn’t “get it” back into the nurturing pool, you better make sure they aren’t qualified, because they’re swimming right over to your competitor’s boat.

We can draw pictures of fish all day long and call them “personas,” but the only reliable way to find out what they’re biting on is to get some biting going on.

Your teams are busy. Productivity is up. You’ve streamlined everything. Yet revenue isn’t lifting. What’s the problem?

We all know we must share insights, so everyone is busy building market insights, technology insights, customer insights, product insights.

When a business is in financial distress, it’s commonly assumed that reducing operational expenditure (OpEx) is the easiest way to rectify the problem.

The Don Draper days of sales and marketing are truly over. Gone, the casual smoking and drinking in the office, and the wide-eyed wonder of the modern consumer. In their place are increasingly savvy consumers, high buyer expectations, heavy workloads, ambitious targets, and a sales force constantly under pressure to do more.

Henry Ford said: “The only real mistake is the one from which we learn nothing.”

Salespeople, going through the transformation of becoming a Trusted Advisor, are learning new skills, a new mindset & a new perspective about the buyer and seller relationship

Thinking like a buyer has opened the eyes of many successful salespersons. Instead of following the sales process steps “uncovering the buyer’s need”, they realize it is much more about the Buyer recognizing that a need exists and the services offered by the current supplier cannot satisfy that need.