With the new year and new decade just commencing, I thought I would share my top 10 blogs in 2019! If you’re looking to take sales performance as an individual or team to the next level in 2020, apply these insights.

1. You Want Your Salespeople To Sell Value – And Yet: The biggest challenge with value is that sales leaders believe that salespeople need to be able to show customers the value of their solution. Read more here.

2. How to Get Meetings With CEOs: Getting meetings with C-level execs or their senior designate isn’t hard. In fact, it’s often much, much quicker to get an appointment with (or referral from) the CEO than getting a meeting with a mid-ranking exec who is vested in the status quo. Read more here.

3. 7 Ways to Make Your Sales Presentations More Persuasive: Precondition the presentation for success by openly sharing your end in mind at the beginning of the presentation. Read more here.

4. Convert More Opportunities Into Wins With This One Sales Tip: Whether it’s success, relaxation, or obligation, everyone has their underlying drives and desires. And it’s your job as a salesperson to figure out what that is. Read more here.

5. NO MIND READING! Advanced Discovery Skill (That Builds A ‘Case For Change’): The most successful salespeople that I’ve met or coach do this really well, separating them from the rest of their average performing peers. Read more here.

6. If You Want to Eliminate a Lot of Stress From Your Sales Job, Try Doing This:

Read more here.

7. The Classic Sales Mistake I Made So You Don’t Have to: Learn from my momentary misstep. Read more here.

8. Are Your BDRs/SDRs Becoming Less Effective? Move away from semi-personalized seller focused messaging to outcome and customer-focused business messaging to get meetings with or referrals from C-level executives. Read more here.

9. Get Your Prospecting Email Opened With This 1 Simple Tip: In my consulting and copywriting work for B2B new business sales teams all over the world, I see one common omission made by experienced salespeople and those new to new business prospecting. Read more here.

10. Two Killer Strategies to Tighten Up Your Value Proposition: How do you create and tighten your value proposition so that potential customers recognize they NEED to buy from you? Read more here.

Drop me an email and let me know which blog topic or issue you need clarification or help with.