Sales Process

You may have read his acclaimed book, Never Split the Difference or heard one of his Harvard lectures on negotiation. But here, Chris Voss brings his FBI-honed tactics to transform how you approach and close sales deals.  Drawing from his 24 years as an FBI hostage negotiator and his work as CEO of the Black Swan Group, Chris Voss sat down and shared game-changing negotiation strategies with Badger Maps CEO Steve Benson. Far from splitting the difference, Voss’s approaches leverage emotional intelligence, tactical empathy, and counterintuitive techniques to help salespeople close deals faster and smarter.  I’ve taken the liberty of....

Question: Besides their status as the largest companies in their respective industries, what do Caterpillar, Microsoft, and Staples have in common?  Caterpillar manufactures countless types of industrial heavy machinery, Microsoft is famous for its suite of tech-focused solutions, and Staples provides a myriad of office supply essentials. So where is the similarity?  Answer: Each of these business giants have achieved their massive success by selling their products to other businesses - they are B2B sales masters. Whether you're a startup looking to scale or an established enterprise looking for new avenues of revenue, understanding the ins-and-outs of B2B sales can....

From a consumer perspective, sales can feel like a pressure tactic nightmare. From an organizational perspective, sales can feel like a desperate attempt to win someone’s business. We’ve all witnessed poor sales processes. From the overly pushy car sales rep that seems to pop out of nowhere to the high-energy telemarketer who just won’t stop calling, we know what a bad sales experience feels like. Sales shouldn’t be a slimy word.  In truth, sales is an opportunity for businesses to solve key problems — and for customers to have their needs met.  When you think of it that way, your....

You’ve mastered sales foundations. You’ve memorized tried-and-true sales tactics. You’re a confident closer and you don’t have trouble meeting quota. Not many salespeople can match your seasoned resume - it’d take a decades-long sales veteran to teach you something new. But as a master of sales, you’ve known one thing for awhile: learning never stops. To stay at the top of your game, you need insights from those expert sales peers. Luckily, I’ve had the privilege of being involved in the interviews of such professionals through the Outside Sales Talk Podcast and now I’m sharing their wisdom.  Here are ....