What The Martian Can Teach Sales Professionals


This week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must stretch his food rations to keep himself alive in case help arrives. Using all the tools in his mental toolbox, and with no way to […]


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How To Overcome B2B Price Objections


Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t […]


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Plan and Prepare For Your Sales Call


Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you […]


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6 Tips to Retain Your Top Sales Talent


In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organizations must pay to find […]


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Why Your Sales Forecast Is Off


Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a […]


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6 Tips to Increase Trade Show Sales


The sales-verse is inhabited by better-educated customers these days, and we have innovations meant to streamline the getting and keeping of business, but trade shows, while somewhat expensive, still present a decent opportunity for showcasing yourself to a vast swath of potential customers. Hotels are booked solid and hosted afterhours get-togethers are packed with peers bonding […]


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