Ready or Not, 2025 is Underway!

We are already a week into 2025, a new year. For most of us, our numbers revert to zero. Have they come to you with a higher quota this year? Did they give you a stretch goal? Did they offer anything to help you make this new number or tell you to get it? If you are a salesperson or a manager, you have twelve months to make your goal. The clock is ticking!

However, one thing remains constant. Human nature has not changed since we rubbed two sticks together to make fire. Human nature did not change in 2024. People still buy for the same reasons as in the past centuries. Smartphones, AI, and virtual meetings have not changed this. The way people buy has changed, but the reasons people buy have not.

People buy for two primary reasons.

• To seek pleasure.
• To avoid pain.

Everything you buy falls into one of these two categories, perhaps a little. Corporate customers think of pleasure as revenue and pain as expenses. Successful salespeople address individual and corporate pain and pleasure levels when working in a business-to-business environment. There are two levels of pain and pleasure you must address. The needs of the individuals you are working with and the organization's overall needs. The best salespeople effectively focus on customer needs at all levels.

Make 2025 your best year yet. Join us as we work through our series of workshops covering the entire sales process from prospecting to closing on Wednesdays and Fridays at 11 AM Eastern and 8 AM Pacific time. Start this Friday with Buying Influences, penetrating accounts at all levels.

I would cringe if you told me your team is experienced and does not need training. Why do people believe that if they have experienced salespeople, there is no need to improve? Would you choose to see a doctor with 15-20 years of experience who believes they have nothing new to learn?

For a salesperson to achieve greatness, they must take stock of what they do well and areas they can improve. A salesperson must be open to change and develop an intentional plan for improvement. Training makes weak salespeople stronger and strong salespeople great.