Sales Pro vs Order Taker: The Best Close More in the Wavering Middle
“I close 90% of the qualified buyers I talk to.” When I hear a B2B salesperson say that, I don’t hear excellence. I hear a confession. I hear a rep who is skimming the cream off the top. I hear a rep who is only closing the “lay-ups,” the qualified leads who were already looking, […]
What has changed (or hasn’t) in selling
What has changed in selling? The more important question is “what hasn’t” changed in selling. What hasn’t changed is more important to results than all the new technology and tools now available. Scott Channell addressed these issues on a segment of his appearance on the Marketer of the day with Robert Plank podcast. Video of […]
Scott Channell guests on “Marketer of the Day with Robert Plank” podcast
I was recently a guest on the Marketer of the Day podcast with Robert Plank. We discussed topics suchs as: Sales management: What the best sales managers do. See this segment here: What top sales performers do differently. See this segment here: Quotes and concepts I have found helpful. See this segment here: A lot […]
Sales management can make or break a team
Sales management can make or break a team. In this podcast segment Scott discusses: Sales managers set guardrails for behaviors and expectations Good managers get ahead of issues Good sales managers avoid sales debt These issues and more were discussed on the Marketer of the Day Podcast with Robert Plank. Segment and transcript below. Full […]
Stop Losing Buyers to “No Decision”
One of the greatest challenges in sales isn’t overcoming competitors—it’s overcoming indecision. Studies consistently show that between 40% and 60% of sales opportunities are lost to prospects simply deciding to do nothing. Forrester Research underscores this alarming trend, highlighting that up to 60% of pipeline opportunities vanish into the abyss of “no decision.” Ted McKenna […]
ABCs of closing is not “Always be closing.” It is “Always be credible.”
Without credibility, nothing you say or do matters. Yet, credibility remains remarkably overlooked in early-stage sales interactions, a mistake that cripples’ countless sales efforts before they even begin. Credibility is not just a box to tick; it’s the foundational element that determines whether potential buyers trust you enough to engage further. According to a Persuasion […]
Help buyers choose between you, competitors, doing nothing and other projects
In B2B sales, closing a deal isn’t just about proving your solution is better than a competitor’s. You’re also competing against inaction and the dozens of other initiatives fighting for your buyer’s attention and budget. If buyers can’t clearly see why your solution is the best use of their resources, they either choose something else—or […]
Sales talent does not determine sales success
A sales rep can have the selling ability, knowledge, personality, work ethic, and the self-motivation needed to be a high achiever—yet remain stuck in mediocrity (or worse). There’s a key trait that separates top performers from the rest: GRIT—a unique blend of passion and long-term perseverance, as discussed by Angela Duckworth in her book Grit: […]
Sales productivity rain dances
How much of your daily grind is contributing in a real way to sales outcomes? How much is just a “rain dance” that makes you feel productive? Would your sales pipeline look any different if you cut half of your activities and focused only on the high-value actions that truly impact results? That is a […]
B2B appointment setting the easy way gets harder every day
The sales prospecting eternal search. The quick fix that will generate more qualified opportunities fast. The one thing that will make the difference. The new wonder strategy that changes it all. If only the right thing was found, generating qualified leads and opportunities would be so easy. Here is reality. Prospecting the easy way is […]