Recently I interviewed Trish Bertuzzi, founder and president of The Bridge Group, Inc., which is the number one Inside Sales consultancy in North America.
Trish is the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.
Have you ever been totally stuck, without a clue about how you’re going to handle a challenging situation? I’ve been there a thousand times. You’d think, after all these years in this business, I’d finally have it all figured out.
Sometimes it’s hard to look at yourself in the mirror. You might not like what you see. But usually we don’t do that when it comes to our skills and abilities.
It's that time of year. You've just been handed a new, higher quota for 2016. Or, you've set your own goal to achieve a personal milestone.
Every January I take a big GULP! I have since I first started selling. All I can think about is that no matter how well (or badly) I did, I have to start all over again.
Right now, a lyric from an old John Denver tune keeps replaying in my head. I’ve been haunted by it since my days at Xerox: “I can’t be contented with yesterday’s glory…”
All year long, I've shared countless articles, videos, webinars, podcasts and more with you. But a book — which can be read, studied, underlined, listened to over and over — is a thousand times more valuable.
Have you ever found yourself staring at your computer because you need to get something done – but you’re totally brain dead? Or, you’re trying to come up with a better way to handle a tough sales challenge, but nothing – and I mean nothing —comes to mind?
To me, Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a client gets from using your product or service, it's nearly impossible to get them to change from the status quo.
I'm excited to announce that I'll be the 1st Sales Executive in Residence at the Center for Sales Innovation at St. Catherine University (St. Kates) in Minnesota.
Several weeks ago, at the CEB Sales and Marketing Summit, I interviewed the authors of The Challenger Customer about what it takes to win big deals today -- especially when they involve multiple decision makers. I hope you enjoy the conversation below.