Streaking

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by Jim Keenan I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville, Tennessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word.  We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. …

How Can We Make Sales Great Again?

Sales Evolution Blog

by Dan Disney Sales is by far the single most important function of any business. Without selling a product or service ultimately there is no business! People that work in sales are often some of the hardest working professionals out there. They often have higher amounts of motivation and focus and will go to exceptional lengths to serve their customers and the …

6 Reasons Salespeople Win or Lose a Sale

Sales Evolution Blog

By Steve W. Martin Why does a salesperson lose a sale? It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct. There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets of the competing products …

Sell to Responsible, Not Accountable

Sales Evolution Blog

 by Townsend Wardlaw In every sales opportunity, buyers can be divided into two distinctly different roles. Some individuals are responsible for making decisions while others are accountable for making decisions. What’s the difference? Accountable Buyers are those that can articulate specific and measurable outcomes they are committed to delivering to specific people within the organization over a given period of …