In the previous article, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that have been cataloged toward professionalism (full-time occupation, training school, university...

“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. In the...

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and selling activities, enabling you to...

It has never been easier to build a sales dashboard. Technology has made the painstaking processes of data transformation and visualization simpler and more accessible to savvy business users. Because...

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making a change? Why now? What are the consequences of doing...

Over the last few days, we’ve engaged in seat rides with our customers to identify a series of communication challenges they are currently experiencing. In this blog post, we share...

What if rather than looking at making selling more predictable, we changed our thinking to make buying more predictable—both for the customer and, as a result, for us.

The discovery part of the buying and selling processes are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start...

The Alexander Group recently hosted more than 70 revenue leaders at a virtual roundtable to discuss emerging trends in lead generation practices.

How can we expect front line managers to coach, if they aren’t coached themselves?

The evolution of sales enablement is a development I’ve been watching with a great deal of interest over the past few years. Momentum on this front has been gathering. As...

Over the past week, our team at Outreach has seen a dramatic increase in customers asking for guidance on how to adapt their existing strategy to accommodate a global pandemic...

COVID-19 has changed the way we do sales forever. Nearly everyone is now a virtual, remote seller, and that will remain mostly true even when it’s safe for us to...

Whether it’s a global issue like COVID-19 or a local emergency, businesses must have a crisis communication plan in place for their customers. This goes beyond minor adjustments to marketing...

I got one of “those” emails. It was from some self proclaimed expert citing research from “millions” of situations. They posed a number of sales scenarios in the form of,...

In the hands of fools, tools enable us to not only execute poorly at very high velocity, but to spread the pain of that poor execution across a much broader...

FUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward.

I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on commission. He later extended the...

Pricing and discounting are different. We need to understand this.

One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s and is one of the...