79% of the time, buyers see no meaningful difference between you and your competition.1
So why do you keep selling the way you always have? I’m Greg Zippi. After 33 years in B2B sales, I teach sales leaders and reps what the research says top performers do differently, and how to bring those skills into their organizations.
Four questions the research raises
If executive buyers selected the seller who engaged them at the “what to do?” stage 74% of the time,2 why are you spending so much time with buyers who already have a general vision of what they want, where you struggle with a 25% win rate?
If you are significantly more likely to end up in a competitive, commodity-pricing situation by focusing early on Economic Buyers and Decision-Makers instead of End Users and other stakeholders,3 why are so many sales managers still telling reps to get to Economic Buyers as fast as they can?
If two out of three senior executives and final decision makers are either Blockers (generally resistant to change) or Talkers (people who talk but don’t really get things done),4 why chase them instead of Mobilizers, the people who get deals done in organizations no matter what their titles may be?
If any of these questions make you uncomfortable, you have come to the right place. At The Professional Selling Academy, I focus on data and build every offering around it. I don’t follow conventional wisdom when the data says otherwise.
How I can help
Interactive Skill-Building Keynotes
Keynotes that teach selling skills your team can use the next day.
On-Site Workshops
Hands-on training on the topics that matter in your sales cycle.
Consulting Packages
Focused engagements on messaging, team readiness, playbooks, and pipeline.
Personal Coaching
One-on-one coaching for sales executives and sales managers.
Meet Greg Zippi
I spent 33 years in full-time B2B sales as an individual contributor, sales manager, and sales executive, including at Oracle and Adobe, and was personally involved in closing over half a billion dollars in sales. Everything I teach is based on statistically validated third-party research.
What clients say
“Nothing prepared me better for enterprise sales than Greg Zippi’s training. Unlike many modern ‘sales influencers’, Zippi combines his vast experience with hard data to shed light on what actually moves the needle.”
Andrew Call, Account Executive, Microsoft
“I doubled my income when I applied what I learned from Greg Zippi. His content, based on data and decades of experience in B2B sales, can be directly applied and puts sales reps leaps and bounds ahead of their competition.”
Nate Haruch, Sr. Sales Development Representative, Enterprise, Nooks
“After receiving training from Greg Zippi, I wrote my first 5-step prospecting sequence in about an hour. It got me 12 demos right away with a 50% close rate. That’s Crazy!”
Luke Sheppard, Founder, Revive Ratings
Latest articles
Most of Your Reps Are Underperforming: Should You Increase, Maintain, or Decrease Sales Headcount?
If more than half of your reps are below quota, reduce sales headcount for now. This article explains how low attainment erodes morale, urgency, and skills, why cost of sales rises, and what to fix before you scale the team again.
Most of Your Reps Are Underperforming: Do You Need a Fundamental Change in Perspective?
If more than half of your reps are below quota, look at your sales process from the buyer’s side. This article traces how CRM-era funnels drifted away from how buyers decide, and why organizing around the Buyer’s Journey lets you engage earlier and face less price pressure.
Most of Your Reps Are Underperforming: Does Your Go-to-Market Messaging Need a Refresh?
When quota attainment falls below 50%, your go-to-market messaging has almost certainly gone stale. This article gives a step-by-step exercise for finding out which of your strengths buyers actually see as differentiators, and how you compare with your top competitors.
Most of Your Reps Are Underperforming: Did You Mis-set Quotas?
If fewer than half of your sales reps reach quota, the quotas themselves are the first thing to check. This article shows how to rebuild quotas from territory data, base CRM stages on the Buyer’s Journey, and design compensation so at least 70% of reps can succeed.
Sources
- Primary Intelligence (merged with Corporate Visions in February 2023), buyer research on differentiation.
- Norbert Kriebel et al., “What Does It Take To Win With Executive Buyers?”, Forrester Research, December 12, 2013.
- Corporate Visions, “Winning Competitive Deals,” Winsight.
- Brent Adamson et al., The Challenger Sale, p. 148.
Start with a no-obligation conversation
Tell me what you are trying to fix. I will tell you whether I can help.
Schedule a conversation