How to Tell if a Sales Rep Will Make a Successful Sales Manager

This guest post from Andrew Quinn, VP at Hubspot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember that not all rock star performers will be terrific sales leaders.

Five Surefire Ways to Delay the Sale

If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such a smooth sales process that they need to slow things down.

Use Value Selling to Get a Seat on the Same Side of the Table

Marketers and sellers need to know how much their offering is worth to customers. This knowledge helps acquire qualified leads and close more deals. Unsurprisingly, buyers want the same information and need to know how much your offering can lower costs and grow revenue.

Now is the Time to Embrace ROI Selling for Industrial Products

Although we have many industrial clients, the adoption of value-based selling still lags far behind other industries such as software, supply chain, telecommunications, and computer and networking hardware. I recently pondered why this might be the case.

How to Lead in the Buyer Journey with Next Steps

My guest appearance on The Sales Conversation Podcast explored How to Lead in the Buyer Journey with Next Steps. I was joined by my business partner, Darrin Fleming, and the host, Bruce Scheer, founder of Sales Conversation. Together, we discussed how sellers can lead and support buyers through the buying process by having defined “next steps.”

Why You Need to Build a Curious Sales Organization

I had a fascinating conversation with Alex Berg about increasing revenue by building a more curious sales organization. As founder and Chief Curiosity Officer at CQ Selling, Alex shared his insights about harnessing the power of curiosity to strengthen rapport and propose solutions that deliver the most value.

Is a TCO Tool Worth the Risk?

During initial conversations, prospective customers often tell me they’re looking for a TCO (Total Cost of Ownership) calculator or tool. My typical response is to ask what they’re trying to accomplish so we can explore which tool (or tools) will best serve their needs. More often than not, a TCO tool can be helpful, but it may not the best solution.

Adding More Value to the Year's Key Selling Trends

Have you had a chance to read the new ebook written by Gerhard Gschwandtner, founder and CEO of Selling Power -- 5 Trends That Will Impact Your Sales Team in 2019?  It does a great job of highlighting how B2B sales and marketing leaders can develop strategies that align with these trends.

The Best Value Selling Blog Posts of 2018

As 2018 comes to a close, it’s natural to reflect on the content and themes that have shaped this blog over the past twelve months. Subscribers were joined by new readers to expand our active community of sales and marketing leaders, as we continue to explore the ever-changing contours of the B2B landscape.

Best Ways to Seal the Deal After a Big Event

In the world of B2B sales, it’s rare to uncover a new opportunity at a trade show and then actually close the deal at the same show. In reality, all the hours and dollars invested in the show won’t pay off unless opportunities that otherwise would not be discovered are either closed at the show or more likely, closed with diligent follow-up after the show. This makes it especially important to have a winning approach to post-show follow up.