Change is constant in sales. This category explores how sales professionals can adapt to shifting markets, evolving customer expectations, and new technologies. Discover strategies for managing change in sales, improving resilience, and turning uncertainty into opportunities for growth and stronger client relationships.
Let’s start with a truth that doesn’t get spoken often enough: prospecting is hard. Not technically hard. Not skill-based hard. But emotionally hard. Sales prospecting motivation will ebb and flow Because prospecting requires something that most other parts of the sales process don’t: self-generated energy. You’re not reacting to a lead. You’re not responding to […]
Beating the Prospecting Blues Read More »
Continuous improvement in sales, like in every discipline, is essential for sustained success. Teams that build a culture of reflection, feedback, and skill development don’t just close deals; they strengthen their ability to create value in every interaction. Sales has always been about momentum. The market moves, customers adapt, competitors adjust, and sales leaders must
From Good To Great: The Power of Ongoing Sales Evolution Read More »
For sales leaders, there are few feelings more unsettling than watching demand stall. Pipelines thin, conversations stretch out, and once-reliable buyers become hesitant. It’s tempting to tell yourself it’s a blip, that the market will self-correct, but ignoring the reality of slower consumer demand is a mistake. Selling in a downturn is likely to happen
Thriving in the Slow Lane: Sales Strategies for Tougher Markets Read More »
Last week’s article, Stay Seen, Stay Sold: The Art of Account Contact, explored why consistent, year-round engagement with clients is critical, not just waiting until renewal time to check in. But eventually, every relationship reaches a pivotal moment: the renewal conversation. In sales, we often glorify the “close” — the signed deal, the ink drying, the
How to Win Before the Contract Ends Read More »
Negotiation is often presented as the final test in the sales cycle—a high-stakes arm-wrestle between buyer and seller where strategy, psychology, and persuasion collide. For many sales leaders and their teams, negotiation feels like a battleground of margins, concessions, and nerves. And perhaps most dangerously, it’s still taught in many circles as a quest for
The Win/Win Illusion: Why Clarity Beats Compromise Read More »
Every great sales conversation has one goal: to move someone from indecision to action. And while facts, features, and frameworks have their place, what can really shift the needle is a well-told story. I am not talking about fiction, but the art of painting a picture in words. It’s a fundamental skill that helps prospects feel the
Once Upon a Pipeline: Storytelling for Sales Success Read More »
As a sales leader, you’ve probably been there. Your rep is confident, the demos are going well, conversations are flowing, and yet… the deal stalls. Or worse, it disappears. When you dig deeper, you uncover the truth: they never actually got access to the decision maker. This scenario plays out every day. Reps are often
Accessing Power: Coaching Your Team To Influence Decision Makers Read More »
When most sales leaders think about pipeline management, they think about forecasting, pacing, and reporting. And while these are all critical elements of a well-maintained pipeline, they only scratch the surface of what it can truly offer a high-performance sales team. The pipeline isn’t just a rearview mirror showing where your deals have been—it’s a
From Forecasting to Feedback: Coaching via Pipeline Management Read More »
As a sales leader, you are constantly assessing performance—of people, processes, strategies, and numbers. You track your team’s pipeline, monitor conversion rates, and tweak messaging based on results. But there’s one area that often remains murky even in otherwise well-oiled sales organisations: sales attribution. Sales attribution is the process of determining which activities, campaigns, touchpoints,
Who Really Closed That Deal? Understanding Sales Attribution Read More »
I think most people in sales would agree that generating high-quality leads is more complex, and more critical, than ever. The explosion of digital channels, the rise of buyer self-education, and the growing importance of data have all shifted how companies attract and convert new business. For sales leaders, this raises a fundamental question: Which lead
Are You Fishing in the Right Pond? How to Pick the Right Channels Read More »
