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    Blog Category // Sales Conversation

    Why should salespeople bother preparing for their customer interactions?

    There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results ...

    Please tell me something I don’t already know

    Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a ...

    Sales conversation frameworks must be skeletons, not cages

    I first published this a few years back. I'm convinced it's just as relevant now - maybe even more so. What do you think? ...

    The dumbest opening question a salesperson can ask

    No doubt we’ve all been the recipients of bad advice, and occasionally and unwittingly may have offered bad advice to ...

    Is Your Messaging Truly Compelling?

    We all know the problem, because we all suffer from it as consumers: today’s buyers are so bombarded by apparently similar ...

    The C-Suite should be your most receptive audience

    Most traditional sales methodologies have some element of “selling to power”, and that’s often associated with the C-Suite. ...

    Do you *really* understand your prospect’s pain?

    For many of your potential prospects, most of the time, sticking with the status quo is usually the comfortable choice. It’s ...

    The second most important moment in any B2B sales campaign

    There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...

    Think your salespeople have a closing problem? Think again…

    I’ve lost count of the number of clients who call me in because they think their sales people have a problem closing new ...

    Don’t waste your time on deals that have no compelling reason to act

    It’s often quoted, but worth repeating: the biggest single reason why B2B sales people lose seemingly well-qualified ...