Always be closing? Top sales reps establish credibility first
“Always Be Closing” (ABC) has long been sales strategy gospel. It’s the go-go-go, action-oriented creed that has fueled sales floors for decades. It is also, in today’s hyper-informed and deeply skeptical market, a strategic liability. The modern buyer is not waiting to be closed; they are searching for a credible authority worth their time, and […]
The reverse Pareto Principle 80/20 rule of sales: The get unstuck mindset that sells more faster
The single biggest threat to your sales growth isn’t the market, the competition, or even your team’s level of effort. It’s the relentless, well-intentioned pursuit of ‘more’—more tools, more activity, more tactics layered onto what might be a flawed foundation. It’s akin to building a high-performance engine on a cracked chassis or constructing a skyscraper […]