Peter’s Sales Blog
Practical Insights and Sales Tips
to help you “sell smarter, not harder”.
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Are Outdated Sales Methods Killing Your Pipeline? Here's What To Do Instead…
Outdated methods are killing your pipeline.
Here's what to do instead…
How to Grow Revenue In Existing Accounts, Without Pushing, Now.
Most B2B sales leaders want the same thing:
They want more growth from the customers they already have, but they also don’t want to damage hard-won customer relationships.
That’s why, when it comes to upselling or cross-selling, many organisations still struggle.
Not because they don’t have good products, services, or solutions. Not because their customers wouldn’t benefit.
But because the way upselling is approached is fundamentally flawed.
In fact, most upsell and cross-sell attempts fail for one simple reason:
Sellers start with what they want to sell, not with what the buyer is trying to achieve.
That’s The Real Reason Buyers Say “No!”
The 10 Selling Competencies For More Sales Right Now Are...
The old sales funnel has become increasingly unproductive.
No wonder, as it was originally invented way back in 1898, at a time when the first automobiles cam onto the market.
Now, more than 125 years later, the internet has changed the way buyers make purchasing decisions and how they want to be engaged by sellers.
This article by acclaimed b2b sales growth expert Peter Strohkorb outlines concisely what modern sellers need to do now to grow their sales and hit their quotas.
Cold Calling Isn’t Dead. Here’s Your Solution…
“Treating SDR outreach as a numbers game
is sabotaging your pipeline, and your brand! “
This article by Peter Strohkorb reveals the solution…
Why Lifting the Middle 60% of Your Sales Team Outperforms Pushing the Top 20%
Most business owners and sales leaders I meet instinctively want to double down on their top performers. After all, these “stars” bring in the biggest deals and set the pace for the team. So, the logic goes: if we can just get our top 20% to work harder, sell more, or stretch even further—surely the revenue will follow.
It’s a natural instinct. But it’s the wrong strategy.
The truth is this: if you want sustainable, scalable revenue growth, you’ll get far more impact by coaching and uplifting the middle 60% of your sales team than by trying to squeeze more out of the already high-performing elite.
How to Teach ChatGPT (and Other AIs) About YOU! Conquer The New Frontier in B2B Brand Leadership.
Large language models (LLMs) like ChatGPT are quickly becoming trusted "super-connectors" that synthesize vast oceans of data and deliver concise, credible answers. But here's the catch: they don't magically know about you. They they learn from the content we put into the world.
So, if you want AI to talk about you (and talk about you well), you need to deliberately shape that narrative. But this isn't about bragging rights, it's about business growth, trust, and strategic differentiation in increasingly crowded markets.
Below, I’ll break down six actionable steps to "teach" ChatGPT and similar AIs about you and your business.
10 Sales Funnel Mistakes That Are Hiding In Plain Sight.
There are ten selling competencies all businesses must master if you want to call yourself a buyer-focused business. In this article, Peter Strohkorb outlines all 10 and and how far businesses have come in that regard.
The 6 Success Traps That No One Tells You About, But That Are Holding Your Business Back.
I’m Peter Strohkorb, and I’ve worked with hundreds of B2B business owners in Australia and the U.S. There’s a common thread among them all: grit, vision—and blind spots.
Below are six truths that most business owners don’t want to hear, but desperately need to.
I invite you to read with an open mind. One of these might just change the trajectory of your business.
The Winning Sales Strategy That Salesforce Just Endorsed
Peter Strohkorb originally wrote this article on modern b2b sales strategy for Salesforce. It outlines the exact steps to generate more sales leads, better engage new customers and close more sales. Salesforce published it in December 2024.
Do You Know The Three Stages of Building Trust With Buyers?
For buyers, trust is the foundation of every high-stakes purchase, whether it’s a high-value investment, a high-risk decision, or a long-term engagement with a vendor.
And as sellers, it is our responsibility to earn our buyers’ trust, step by step.
So, let’s step into the mind of a buyer. How do they evaluate whether a seller is trustworthy? What thought process do they go through before deciding to place their trust, and ultimately, their business, with a vendor?
Shock! Discounting Just 5% Can Hurt Your Bottom Line By a Massive 50%!
This article is a huge wakeup call for Business Owners and Sales Leaders.
It models five different financial scenarios to explore the impact on the top and bottom lines with surprising, even horrifying, results.
The Secret to Effortless Sales Growth: Build a Referral Selling Machine - Your “How To” Guide.
Businesses work hard to close deals but often fail to leverage their satisfied customers to gain referrals into new accounts.
This article describes the solution: Stop relying on unstructured ad-hoc approaches and build a structured and effective Referral Selling System into your business.
Growing Your Existing Accounts: Meet The "Land And Expand" Strategy.
Did you know there are 6 specific steps to growing an existing account?
In the world of B2B sales, landing an initial deal within a large organization is an achievement worth celebrating. However, many sales professionals make the critical mistake of stopping there. They miss out on the golden opportunity that lies within the same account: expanding their footprint into other departments, business units, or geographies within an existing customer organization.
Modern Buyers Want Sellers To Lead With Useful Insight. What’s Yours…?
How do modern Buyers want to be engaged by sales people now? Do they want to be ambushed with unsolicited sales pitches? No, they don’t.
This article describes a proven, modern prospect engagement technique that works.
You Want More Sales? Here’s What You Must Do Next!
The article highlights a critical shift in sales today: buyers have changed how they want to buy, and many sales organizations are struggling to keep up. Traditional sales tactics like cold calling, unsolicited emails, and hard sells are no longer effective. Modern buyers don't want to be sold to; they want help from someone they trust, who understands their challenges and can guide them to the right decision.
To succeed, sales teams need to stop focusing on their own products, processes, and quotas, and start focusing on helping buyers solve their problems. The key is to become a trusted advisor, not just a salesperson. When salespeople lead with empathy, industry expertise, and a genuine desire to help, they not only win deals but build long-term relationships.
In short, stop selling, start helping—and the results will follow.
How This Business Owner DOUBLED His Valuation in Just a Few Months.
See How The Owner Of This Australian IT Services Business DOUBLED HIS VALUATION And Then Sold The Business.
Every business owner needs to have an exit strategy. Be it a trade sale, a public listing, or passing the business on to the next generation.
Either way, the business’ valuation depends strongly on its sales revenue.
How This International CEO Accelerated His Team’s Sales Cycle: By 400% !
This is a true story of an international CEO who accelerated his sales cycle: By 400% !
Why Opening Is The New Closing.
You need to establish a modicum of trust with your prospects or, at the very least, create rapport and curiosity, right from the first moment you reach out to a new prospect.
