by Chris Beall In Part 1 of this blog series, I wrote that “Almost every acquisition fails to achieve its goals as laid out at the time someone decided it was a great idea,” and ended with […]
Part 1: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall Sales is the stepchild of business. That’s why it’s the “S” lumped in with “G&A” on so many financial reporting structures. Given the obvious importance of sales, why is this? It’s simple, […]
A Recipe for Disaster…Avoidance
by Chris Beall How to eliminate the #1 risk of B2B startups in 7 easy steps: Step 1: 30 minutes Craft a breakthrough script using plain language. (See https://www.linkedin.com/pulse/five-sentences-change-your-life-part-1-chris-beall/) Step 2: 30 minutes Buy a list […]
Surprising Strategies for Stalled Opportunities
by Ton Verleg Last week I listened to a podcast from Victor Antonio with Matt Dixon (Remember, from the book The Challenger Sales?). Dixon, a researcher on sales behaviours, has recently written a book, The JOLT […]
Salespeople are from Saturn; Prospects are from Pluto
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 […]