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Overcoming The Unspoken Performance Crisis in B2B Sales Today.
The stark realities of lengthening sales cycles and declining quota attainment underscore the critical state of B2B sales today.
It’s a crisis that is not being spoken about openly, but it is real.
This article not only highlights the urgency of the situation today, but it also maps out a clear path forward for sales organizations to adjust and thrive in the modern marketplace.
Sales Enablement: The Definite Definition, According To Me. 😉
Ok, the title is a bit tongue-in-cheek, but I acknowledge that sales enablement is a serious subject.
And it is a hot topic right now.
But even though it’s on everyone’s lips, it’s surprising just how much confusion there is on what it actually is and what it's not, what's in and what's out, even among practitioners.
Sales Enablement, done right, can work wonders and really live up to its name. Done badly, it can become a costly mistake.
OK, let's start at the beginning with some fundamental questions...
Modern Sales Prospecting: Are Your Reps Missing Out?
Do you pitch or engage your prospects?
This article describes the difference between the two, and outlines an effective modern technique to open more sales opportunities for your business.
The True Reason Your Sales Are Slowing.
Selling isn’t getting any easier, that’s for sure.
In this article, Peter Strohkorb identifies the one main reason why your sales are slowing, and outlines the one solution you can apply right now to grow sales again.
Did You Know Your Daily Sales Revenue Now Hinges On A 125-Year-Old Selling Model?
Did you know that the sales funnel you’re relying on for your revenue is 125 years old?
Isn’t it time for an upgrade?
This article shows you how you can get more sales, faster with a modern buyer-focused sales funnel.
Modern Sales Prospecting: Why Opening is now the new Closing.
This article will show you…
Why you don’t need cheesy closing techniques at the end of the sales cycle to close a deal.
How, if you open right, the closing will take care of itself.
That the close will happen as a natural progression of your sales engagement.
This Is Next Level Selling: Do You Have What It Takes?
This article on modern selling will show you…
Why traditional b2b sales strategies are now failing to achieve the desired results
Why and how modern buyers have changed how they buy
What you can do to adapt and thrive in this new selling environment
More And More CROs Are Failing. Why?
Why are so many CROs failing?
Why do they last only 18 months in their role, on average?
This short article by sales specialist Peter Strohkorb describes the reasons and proposes 4 solutions for b2b organisations, CEOs and CROs to address and solve this big sales problem.
The 5 Simple Yet Effective Selling Techniques That Fill Your Pipeline and Close More Deals
How can we sell more, faster? That’s the eternal question for all sales reps and leaders.
This article reveals five easy techniques YOU can use to sell smarter, not harder (our motto).
How Not To Burn Your Prospect List.
The Buying Environment Has Changed.
Your Buyers are not buying like they used to.
This article describes how your selling now needs to keep up.
The 4 Simple Profit Levers That Grow Your Business.
Every business owner wants to grow their business.
This article describes 4 ways that business owners can grow top line revenue and bottom line profits.
How Your Modern B2B Buyers Want To Buy Now. And What You Can Do To Help Them.
In today’s market, it’s important to focus on the needs of the buyer, rather than just trying to push a product or service.
This article points out what can go wrong and how to get it right for more sales revenue growth.
Modern Sales Transformation - Why Do It? - Why Now? - Is Your Business Ready?
The business case for Sales Transformation. Why? Why Now?
Is your business ready for it? What’s in it for you? Where do you start?
This article answers all those questions, and more. In fact, it presents a fast and accurate tool for business owners to self-assess their sales transformation readiness. Go ahead, read the article and take the test now.
The Secret To Accelerating Sales, Even In A Recession.
Growing sales in a recession is never easy.
This practical article will give you guidance for your business, to not only weather the storm, but to come out of it stronger than before.
5 Big Sales Management Mistakes and How To Avoid Making Them
Courageous sales and business leaders who want to lift sales performance and revenues can take fresh ideas, different perspectives and new inspiration from this article.
Or, you can be offended. Your choice.
You’re Invited: THE SALES LEADERS ROUNDTABLE (on Zoom) - USA & APAC
Are you a Sales Leader who wants to achieve and exceed quota?
Do you want to hear and learn from your peers about common sales challenges and solutions in a safe and confidential forum?
Are you tired of webinars and other talking head events?
Then this is for you!
WeWe Syndrome: How Not To Sabotage Your Own Sales.
Is your business actively turning prospects away?
Find out in this article by buyer-focused selling specialist Peter Strohkorb
How You Sell The Benefits Of The Benefits.
In B2B Sales, there is a saying that you should sell the benefits that your product or service delivers, not the product or service itself.
So, You Want to Hire Your First Sales Rep? Read This First.
I have this recurring kind of encounter with owners of small businesses and with startup founders. The conversation is always the same. and it concerns me so much that I decided to put my thoughts down for you here.
Your Buyers Decide in just 10 Seconds Whether You’re Worth their Time.
Are you in Sales? In this time of hyper-competition it is more important than ever to connect with your target market effectively and decisively