Sales and Sales Leadership insights.

Selling Value - Simple Example - The $8 Haircut was posted by JD on LinkedIn today.  It is shown below.

JD challenged you "When you visit your next prospect what will you do differently?"

There were...

Is discounting slowly killing your B2B business?

While performing an account review for a client recently, we heard a seasoned sales rep ask “Can we ‘motivate’ the customer to buy?” Wait. Did we hear...

On Media Watch this week Paul Barry spoke about the most overused phrase in the media during this pandemic.  It was “Petrie dish”, as in the “schools are like a Petrie dish for Coronavirus”. Since thi...

Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.

The Post of the Month

JD posted on Value on LinkedIn.  The key...

Our Pipeline Masterclass was one of our most popular. Who doesn't need more leads?

Please click the Build Your Pipeline Masterclass Replay to watch it again and remind yourself of where those new lea...

In a recent LinkedIn article, JD spoke about the 4 reasons Tech Founders hold on to poor performing sales people.

One of the questions we've been asked is "How do we really know if they are poor perf...

In his recent post, JD spoke about the need to control the sales process.  We've been asked to expand on how that is achieved in new and existing sales cycles. 

We recommend 3 simple re-framing point...

I see it often, we are asked to do a review of the sales function, and see glaring issues with sales people. My belief is there are no bad sales people just people in the wrong company.

Here are the...