Yearly Archives: 2022
The Future of Enterprise Sales
We all know there’s been a shift from salesperson-driven selling to buyer-driven purchasing. In many cases, enterprise buyers are 60 percent through the purchase process before they speak to a salesperson. The obvious implications are that buyers are better informed, so salespeople must also be. The not-so-obvious implications require a deeper dive. This article explores […]
B2B Sales Trends for 2023
With the New Year just around the corner, it’s time to consider the new B2B sales strategies you may have been putting off. The B2B landscape is changing rapidly. New technology and changing economic environment are forcing companies to change plans. To stay ahead of the curve, sales leaders must adapt or fall behind. This […]
Converting Trade Show Appearances Into Sales
Trade shows are one of the top opportunities for networking and prospecting, and naturally can be one of the biggest single line items in the budget as a result. Yet far too many organizations and attendant sales reps fail to take full advantage of their trade show dollars — in many cases resulting in wasted […]
Sales Lessons From a Neighborhood Lemonade Stand
Recently, I learned a few valuable lessons about selling from a neighbor’s lemonade stand. As a sales trainer, getting schooled in sales by three eight-year-old girls was not on my schedule, but these lemonade stand entrepreneurs reminded me why I love sales. This article explores these timeless sales principles that even kids understand are important. […]
Overcoming the Status Quo Bias
As sellers, we face an invisible enemy that sabotages more deals than our biggest competitors. This foe is the status quo. For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. Sales reps need fresh strategies to neutralize the status quo. This article provides the antidote to one of the most […]
Storytelling Drives Connections That Result in Sales
Recently, Janek Managing Partner Justin Zappulla joined Paul Watts on the Sales Reinvented podcast. In this brief but insightful discussion, Justin shares how storytelling drives the connections that lead to sales and how sellers can become better storytellers. For Justin, storytelling is a skill to be practiced and perfected. This starts with being authentic and […]
Defining the Customer Journey
They say to know someone, you must walk in their shoes. However, for salespeople seeking to know and understand customers, this is impractical. All shoes are not a good fit. Instead of lacing up someone else’s shoes, it’s better to understand the customer’s journey. As much as customers are unique, their decision making follows a […]
Strategies for Cyber Security Sales Teams
“We need more salespeople for our anticipated growth,” said the CEO of an enterprise cyber security firm. The digital transformation and remote work environments create heightened security concerns among end-users and growth opportunities for providers. Enterprise providers, like Microsoft, Cisco, and Amazon Web Services, are all searching for experienced salespeople with cyber security expertise. Finding […]
Sell With the Confidence of Your CEO
More than one CEO has said, “If prospects just knew what I know, every prospect would become a client.” When CEOs (or founders) talk with prospects, their closing rate is extremely high. This is a common sales challenge for companies. Transferring the knowledge and experience from senior leaders so the sales team can close at […]
