Several years ago, I wrote two articles about one of the most important—and most misunderstood—elements of enterprise sales: The difference between a Coach and a Champion The central lesson from my articles on the topic of sales champions still holds true: If you do not have a Champion, you do not have a deal. Especially now where enterprise buying has become even more complicated and one champion may not be enough. Buying groups are larger, more cross-functional, and increas

Six years ago, I wrote an article about what I consider one of the most important frameworks in sales: The Three Why’s. The framework was simple: Why do anything? Why buy from you? Why buy now? A lot has changed since I published that original article. Buyers have access to more information, more technology, more peer reviews, more self-service resources, and more competing points of view than ever before. They can research an entire market, compare vendors, read analyst repo

If you've been in sales for a while, you probably have come across the "3 Whys" in sales; Why buy anything? Why buy from you? Why buy now? The "3 Whys" are critical because they are the three most important questions prospective customers must answer in order to justify a purchase of any sort. This article will help you understand the psychology behind the 3 Whys and learn some best practices on how to best answer them. Let's get right into it... As ethical sales profes