Deals are rarely won or lost on pricing conversations alone. Still, successfully navigating these discussions means bigger deals, hitting quota more often, and more money in your pocket. $o, how are top-performing — and earning — reps talking through price? Lead with value Unsurprisingly, one of the best ways to improve pricing conversations…

Organizations used to seek out highly competitive people for sales roles. If you had an athletic background, your resume landed on top of the hiring managers' pile. Fast forward to today, and you’d be hard-pressed to find competitiveness listed as a must-have personality trait for a sales hire. This begs…

You know it, I know it, hell, everyone knows it — today there are more people involved in the B2B buying process than ever before. These purchasing decisions may have been made by one or two people in the past, but Gartner reports that these decisions are made by approximately…

When most people think of software demos, they imagine a rep poking around and pointing out their favorite features while the prospect nods and occasionally says a word or two. In reality, this isn’t how demos should be run, so why do most people conjure up this image? …

Not knowing how to overcome an objection in the sales process is the Achilles heel of any sales professional. …

Generally speaking, sales is all about getting your buyer to sign a contract and, no matter the contract size, this can feel like a huge commitment for your buyer. Fortunately, with a slight change in mindset, we can simplify sales and make signing the contract a natural next step, rather…

It’s a universal fact — people do not want to be sold to. Your buyer doesn’t need a salesperson, they need a partner who will help them make the right buying decision so they can look good within their organization. Sales professionals who want to fill this role will usually…

Quota can keep you up at night, create that uneasy feeling in your stomach, and, if missed too often, bring your career in sales to a halt. As such, quota attainment is the key metric that determines your success in sales and you should be laser-focused on exceeding quota. There…

Negotiation is hard, which leads sales reps to avoid spending time on it. After all, it’s human to avoid what’s difficult. Unfortunately, this lack of focus and practice means most sales reps are leaving money on the table. This is bad for your company, and it’s bad for your paycheck. …