— Content providing advice, strategies, and techniques for improving sales performance and B2B selling skills. —
Call reluctance is a normal human response to high-stakes situations like cold calling, affecting even seasoned veterans. The physical symptoms can be managed with tactical breathing exercises, such as the box breathing technique used by Navy SEALs, and by standing up to improve energy. Mentally, th
When someone attacks a prediction with unusual anger, it's worth asking whether they're arguing against the idea or against its consequences for their own livelihood.
If your sales team thrived during the tech boom but is now struggling, the problem may not be the market — it may be that the boom masked skills that were never there.
If your sales team keeps getting commoditized or losing deals to competitors with seemingly inferior products, the real problem may be a mentorship vacuum no software tool can fix.
If your sales team is always scrambling at month-end, Weinberg's argument is that the problem was baked in weeks earlier — when no one was filling the top of the pipeline.