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PodcastCheck out our podcast | Sales BlasphemyIdeas to set yourself apart from your competition so you win business and sell at your highest potential in a lasting and consistent way. Be You | Be Different!
Thoughts and Ideas from Sales Concepts
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Four Buyers, Four Fears: Use the Right Risk-Reduction ToolJune 15, 2026 at 4:00 AMIn business-to-business selling, every deal involves up to four different buying influences, and each influence silently asks in his or her own indivi... -
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Stop defending price. Start establishing value.June 8, 2026 at 4:00 AMCustomers buy value, not products. But value is not just one thing. Every buying decision is weighed across four distinct types of value, and the type... -
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Stop Selling the Way You Like to BuyJune 1, 2026 at 4:00 AMMost of us sell the way we ourselves would want to buy. If you like the bottom line up front, you lead with the bottom line. If you love the details, ... -
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Five myths about prospecting for 2026May 18, 2026 at 4:00 AMIn 2026, the biggest prospecting myths are not about whether to use email, the phone, LinkedIn, or AI. They are about misunderstanding how buyers eval... -
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Leadership is not just for managers; every salesperson should master it.May 11, 2026 at 4:00 AMWhen you hear the word leadership, you probably picture someone with a corner office, a team of direct reports, and a calendar full of strategy meetin... -
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How to Ask Better Questions in a NegotiationMay 4, 2026 at 4:00 AMIn a negotiation, information is power. The more you understand about your customers, their goals, pressures, risks, alternatives, and decision proces... -
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Get Unstuck When Procurement Makes Everything About PriceApril 27, 2026 at 4:00 AMProcurement can often seem like the final wall in a sale. You have built value, identified business impact, and earned support from users, managers, a... -
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Successful salespeople are productive, not busy.April 20, 2026 at 4:00 AMIn sales, time is not just a calendar issue. It is a revenue generator. Every hour you spend either moves you closer to your number or pulls you away ... -
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Your forecast is not a report. It is a roadmap.April 13, 2026 at 4:00 AMMost salespeople treat their forecast like a homework assignment. They update it because their manager asks, plug in numbers that feel right, and move... -
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Why Most Sales Training Does Not Stick (And What Actually Works)April 6, 2026 at 4:00 AMYou have sat through the training. You took notes. You nodded along. And two weeks later, you are selling the same way you always have.Sound familiar?... -
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Navigating the AI Gatekeeper in 2026March 30, 2026 at 4:00 AMIn 2026, many executives no longer personally review every email, voicemail, LinkedIn message, or meeting request. The traditional receptionist has be... -
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Small improvements in how you allocate your time can produce massive results.March 23, 2026 at 4:00 AMManaging time in sales is rarely just about efficiency. It is about investing attention where it produces the highest return. Yet many sales professio... -
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10 Counterintuitive Thoughts About ClosingMarch 16, 2026 at 4:00 AMClosing in sales often carries the baggage of outdated, always-be-closing mentalities. For high-level capital-intensive deals, pushing hard at the fin... -
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Three Reasons Business Cases FailMarch 9, 2026 at 4:00 AMSuccessful selling often depends on more than just a great product, service, or solution. It requires a business case that withstands the scrutiny of ... -
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The One Question All Customers HaveMarch 2, 2026 at 5:00 AMMost salespeople can explain what their solution is or even does; however, not many can help their customers understand why it matters. The difference... -
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The Dangers of Discounting Your PriceFebruary 23, 2026 at 5:00 AMDiscounting can feel like the fastest way to keep a deal alive. A prospect hesitates, procurement applies pressure, and a price cut seems like the cle... -
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Email From a Lost CustomerFebruary 16, 2026 at 5:00 AMWe hope you have never gotten an email like this!TO: joesalesperson@almostanycompany.comFROM: richclient@lostopportunities.comHi Joe,Since we are old ... -
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5 Myths About Objections And What They Really MeanFebruary 9, 2026 at 5:00 AMIf you have been in sales for more than five minutes, you have heard objections like:We do not have the budget.Now is not a good time.You are too expe... -
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Successful Salespeople Listen More Than They SpeakFebruary 2, 2026 at 5:00 AMMost buyers are overwhelmed with sales messages, presentations, and pitches. What they rarely experience is a salesperson who truly listens. Yet, stro... -
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What Top Performers Do Differently with CustomersJanuary 26, 2026 at 5:00 AMIn B2B selling, product knowledge, technical expertise, and industry experience all matter. But none of them matter as much as your ability to connect... -
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The Hidden Reason Deals StallJanuary 12, 2026 at 5:00 AMOne of the biggest mistakes in B2B selling is treating the decision as if it were the sole responsibility of one person. In reality, groups of people ... -
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5 Obstacles That Prevent Salespeople from Asking Compelling Questions and How to Overcome ThemJanuary 5, 2026 at 5:00 AMThe difference between a stalled opportunity and a closed deal is rarely the product or the price. More often, it is the quality of the conversation a... -
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What Top Sellers Do Before January 1December 15, 2025 at 5:00 AMAs the calendar flips toward a brand-new selling year, salespeople everywhere get a unique moment. One brief pause between the intensity of closing 20... -
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Why Buying Teams Postpone or Stop DecisionsDecember 8, 2025 at 5:00 AMDevelop a strategy to call on accounts at all levels.In every selling opportunity, multiple buying influences shape the decision. Each of them faces a... -
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Why You Should Use LinkedIn to Generate BusinessDecember 1, 2025 at 5:00 AMUnleash the power of finding and connecting with leads using LinkedIn.People are more informed, more selective, and more challenging to reach than eve... -
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If prospecting is so important, why don't we do it?November 17, 2025 at 5:00 AMAddressing the top challenges that keep salespeople from prospectingProspecting is one of the most essential parts of B2B selling. Yet it also seems t... -
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Lead from StrengthNovember 10, 2025 at 5:00 AMMany leaders believe improvement begins with identifying weaknesses and working hard to correct them. This approach feels responsible and disciplined.... -
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Attending a trade show? Ask these questions?November 3, 2025 at 5:00 AMMost salespeople understand the basics of greeting visitors at a trade show. They stand near the front of their booth, smile, and ask a simple opening... -
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Why Leadership Skills are Essential for Selling Success and How to Develop ThemOctober 27, 2025 at 4:00 AMSuccess in sales is not just about closing deals. It is about influencing, guiding, and inspiring others for the long run. The most effective sales pr... -
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Two Perspectives, One Truth: What Really Makes a Salesperson Great?October 20, 2025 at 4:00 AMIn sales, few questions spark more debate than this:What makes a salesperson great?Ask a sales manager, and you will get one answer. Ask a customer, a... -
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5 Time Management Mistakes Salespeople Make and How to Fix ThemOctober 13, 2025 at 4:00 AMTime is the most valuable resource we have. However, many of us unintentionally waste hours each week on low-value activities. The cost is not just lo... -
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Closing Is a Process, Not an EventOctober 6, 2025 at 4:00 AMIn sales, many of us envision the close as a single, dramatic moment when the buyer finally says yes and signs the papers to make the purchase. But in... -
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When and How Should Salespeople Present a Business Case to Win BigSeptember 29, 2025 at 4:00 AMIn B2B sales, deals often move forward on the strength of a well-delivered presentation, compelling demos, or trust built over time. But sometimes, th... -
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Sell value! Position Your Solutions as Investments, Not Expenses.September 22, 2025 at 4:00 AMIt is easy to fall into the trap of focusing on product specifications, technical details, or a laundry list of features. After all, salespeople know ... -
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The Overlooked Trait That Makes or Breaks Selling SuccessSeptember 15, 2025 at 4:00 AMWhen people talk about what it takes to succeed in B2B sales, you'll usually hear the big five: business acumen, consultative selling, resilience... -
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Leadership is not just for managers. It is the essence of selling.September 8, 2025 at 4:00 AMIn 2025, sales success depends on more than just product knowledge or persistence. Successful salespeople know that the difference between hitting quo... -
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Sales Leaders Win by Selling Value, Not Features.August 25, 2025 at 4:00 AMThere is one truth that often gets lost in the rush to pitch, present, and prove: prospects do not buy features; they buy value.That might sound simpl... -
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Turn Buyer Resistance into Opportunity with Emotional IntelligenceAugust 18, 2025 at 4:00 AMIf you have been selling for any length of time, you know that resistance is part of the job. Customers push back on pricing, delay decisions, raise c... -
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Stop Making Objections Harder Than They Need to BeAugust 11, 2025 at 4:00 AMWhy salespeople struggle with objections and how to make objections a natural part of the sale.We all know sales objections will never go away. And ye... -
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When to Use a Business Case, and How to Make it CountAugust 4, 2025 at 4:00 AMMost buyers do not wake up in the morning thinking, I hope someone hits me with a complicated spreadsheet today. However, we know that in the world of... -
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Compelling Presentations Accelerate the Sales Process.July 28, 2025 at 4:00 AMAs sales professionals, we are under constant pressure to close deals more quickly without compromising quality or credibility. One often-overlooked a... -
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The skill that defuses hesitation throughout the sales process.July 21, 2025 at 4:00 AMWhen a prospect says, "I'm not interested," many salespeople immediately shift into convince-and-conquer mode. But emotional resistance... -
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De-Risking the Deal
Identify and Overcome Perceived Risk Across Buying InfluencesJuly 14, 2025 at 4:00 AMIn complex B2B sales, especially those involving large capital equipment or high-stakes services, your prospects do not make decisions in a vacuum. In... -
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The Salesperson's Bill of Rights IIJuly 7, 2025 at 4:00 AMLast week, as a way to celebrate our 249th Independence Day in the United States, we created and shared the first half of what we call The Salesperson... -
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The Salesperson's Bill of Rights IJune 30, 2025 at 4:00 AMThis week, here in the United States, we celebrate our 249th Independence Day! We also celebrate our Constitution, our Bill of Rights, and the free en... -
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AI Tools for Salespeople, Friend or Foe?June 23, 2025 at 4:00 AMAs a sales professional, you have likely noticed the growing buzz around AI tools. From ChatGPT to meeting transcription software, artificial intellig...
