Complex B2B Sales is very similar to a high stakes poker game.

Dec 5, 2022 | Sales

Complex B2B Sales is analogous to high stakes poker games. Full Disclosure: I love playing on line Texas Hold’em. My winnings are now at $575M. I started with $5K in free chips and haven’t paid anything for any additional chips. I often joke with my wife...

Working on your Sales Plan for 2023?

Sep 26, 2022 | Sales

Sales Leaders: Have you started working on your sales plan for 2023 yet? The best sales leaders that I’ve had the distinct pleasure to work with think of themselves as Revenue Architects (RAs). They are not passive forecast administrators. Rather they are RAs...

How Does Your Complex B2B Sales Hiring Candidate Pipeline Look?

Sep 22, 2021 | Leadership, Sales

A little over a year ago, I wrote a blog post about an incredible opportunity for Complex B2B Sales Leaders to address their talent shortage. Here is the blog post to refresh your memory: https://www.truesalesresults.com/what-kind-of-b2b-sales-leader-are-you/. Did any...

Are you speaking in a language your customer understands?

Jan 29, 2021 | Sales

Are you talking with your customers in a language they understand? In the hilariously funny tv show Silicon Valley, they poke fun at how we in the tech biz tend to spew nonsense and technobabble when talking with customers. As a 30+ year high tech sales veteran, this...

How much does your product cost?

Jan 18, 2021 | Sales

What do less experienced sales reps struggle with the most? Hands down it is pricing discussions. And this then extends into closing deals. Heck, you could credibly make the argument that even the most experienced sales reps struggle the most with overcoming pricing...