Have you ever had a client who just didn’t work out? You tried your best, yet it seemed like it was destined to fail from the start. Well, guess what, it probably was! I have been in sales for a really long time, and one thing one of my early mentors taught me was this: sometimes, […]
It’s no secret that today’s buyers are much better informed than their counterparts just 5 or 10 years ago. Today, information is a mouse click away on the Internet and in fact, a study by Accenture revealed that a staggering 94% of B2B buyers conduct some sort of online research before making a purchase. But […]
There are dozens of blog posts, articles and statistics devoted to the value of bringing in the right talent into your organization. At the Atlanta Sales Leadership Community panel, we learned that the average cost of a bad hire for a company is $250,000. Take that number and multiply it by just four and you are looking at […]
Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. They’ll move to another vendor faster than you can blink, leaving your pockets empty. Knowing the most common mistakes will help you avoid them. […]