Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals
In sales, it’s easy to blame the customer when a deal slips away. It sounds familiar:“They went with the cheaper option.”“They didn’t…
Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI
Over the past three decades, I’ve had the privilege of working with over a hundred sales organizations in life sciences and medical…
Avoiding the Most Common Sales Mistakes: Making Assumptions
One of the sneakiest threats I see in sales isn’t lack of effort, weak messaging, or even competitor pressure. The most common…
Start with the End in Mind: Aligning Learning to Sales Strategy
In the life sciences industry, commercial learning and development teams face relentless pressure to demonstrate that sales training programs are more than…
Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals
In a recent episode of The Sales Hunter Podcast, I had the pleasure of joining Mark Hunter to explore one of the…
Why Influence in Sales is Relative: The Sales Advantage of Knowing Who Really Drives Decisions
In sales, we often hear about the importance of identifying and working with influencers—those individuals who play a pivotal role in shaping…
How to Help Salespeople Create A Sense of Urgency in Sales
A critical factor underlying any buying process is the customer’s sense of urgency. Most salespeople will have a sense of whether or…
The Habits of Top Sales Performers
Top sales performers proactively drive opportunities through the sales pipeline rather than playing a passive or reactive role. By adopting the habits…