Sales

Top sales performers are outcome-focused

  • RK 

Reading Time: 4 minutes Top sales performers leverage outcome-based selling, a consultative approach that is about understanding customer pain points and priorities.

5 traits that define a great salesperson

  • RK 

Reading Time: 4 minutes If you want to be a great salesperson, these five traits should be high up on your list of qualities to develop.

10 Reasons Your Deal Will Not Close

  • RK 

Reading Time: 4 minutes Salespeople often make the mistake of thinking about all the reasons a deal will close. They convince themselves that the opportunity is solid, so they can justify …

How well prepared are you for the long game of sales?

  • RK 

Reading Time: < 1 minute Salespeople – How well prepared are you for the long game of sales? The long game is diametrically opposed to the thrill of the chase of big deals closing fast …

7 Reasons Digital Selling is not Marketing

  • RK 

Reading Time: 3 minutes If you are an outbound, B2B sales salesperson, nothing should replace your digital selling efforts. Here are seven reasons why.

Effectively managing the sales function

  • RK 

Reading Time: 7 minutes Successful business leaders with direct salesforces all excel in one key area: effectively managing their sales function.

To Cold Call or Not to Cold Call

  • RK 

Reading Time: 5 minutes Is a cold call worth the time and effort? Every B2B Sales professional has asked themselves the question at some point: is a cold call worth the time, effort, and likelihood …

Are you selling to just ONE decision maker?

  • RK 

Reading Time: 5 minutes When I started my Sales career, I saw things through a rather simple lens. In my blatantly naïve perspective, there was ONE decision maker in every prospective …

How Healthy is Your Sales Funnel?

  • RK 

Reading Time: 4 minutes Complexity is on the increase in B2B Sales. According to research from Bain & Co, most enterprises have increasing sales expenses as a percentage of revenues …