Sales 2.0
SEPTEMBER 25, 2019
Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go. In sales, we’re still at-best getting a “C grade” as a profession.
Score More Sales
SEPTEMBER 5, 2012
I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Here’s what I know about finding a sales mentor: 1. I met Trish Bertuzzi in 2010.
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No More Cold Calling
APRIL 9, 2020
You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. It doesn’t crash, and we know how to use it. Do you know how to have that kind of sales conversations? You Are the Ultimate Sales Technology”.
Understanding the Sales Force
JULY 6, 2020
During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together. Sales Coaching and its impact on revenue.
Understanding the Sales Force
MAY 1, 2014
Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. Although that was the original plan in 2006, it is no longer on my radar. Improve your sales coaching capabilities.
Selling Essentials RapidLearning Center
DECEMBER 8, 2020
Because when you use phrases like these, you’re less likely to persuade the buyer than to trigger a psychological effect known as “reactance” that can be fatal to your sale. Any forceful attempt to persuade, whether in sales or another arena, can trigger reactance. Miron, A. & & Brehm, J.
Hubspot Sales
MAY 14, 2019
It's used in the early stages of the sales process (e.g., In sales, a USP should be used as a verbal tool -- the unique selling proposition is best used in conversation with a prospect. How to Write a Unique Selling Proposition. Salespeople are often hesitant to use hyperbole because they're fearful it'll be too sales-y.
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