I no longer find the language “overcoming objections” as useful as it once was. It is more often true that we are really resolving our client’s concerns. The challenge is that they don’t always present their real concern. Here is how to listen to what is really being said ...
It is easy to underestimate the value of a deal. When you enter an opportunity into your CRM, the value tends to be based on ...
If you haven’t read my column on Forbes.com titled A Red Ocean Strategy. My experience in sales is only in the Red Ocean, ...
One of the things salespeople worry about is their prospective client have information parity. They are concerned that their ...
One of the reasons prospecting is so difficult is because most of us swim in Red Oceans, crowded markets with fierce ...
If you are going to be a trusted advisor, you need only two things: trust and advice.
It is one thing to be busy and quite another to be productive. These two ideas are mostly diametrically opposed. When you ...
There is a strategy behind the order in which I am writing and publishing books, and I want to share my reasoning here.
When one designs a sales process, it is normally presented on a slide, beginning on the left side with a box, normally ...
I am going to oversimplify an enormous and valuable idea here to offer you something useful. Your identity is mostly a ...
My mom taught me to read when I was four years old. I only know this because she at some point told me that is when I ...
I once had a friend who asked a company to come in and observe their sales force to understand what their highest achieving ...
A person with poor values and morals can damage your culture and cause people to believe something about your company that ...
Is the conversation that you want to have with your dream client around something vital? Is it something so important, so ...
More on a theme from the last couple days here.
There are new rules in B2B sales. There is also a set of rules for how decisions are made, how consensus is built.
The reason I created the Outcomes Planner is that Time Management (which is really “Me Management”) is the difference ...
The loudest voices on the social channels will tell you the largest change in sales is the advent of those same social ...
The CRM doesn’t get near the respect it deserves. Far too many salespeople believe that the only purpose it serves is to act ...
Because we live in an age where the digital tools provide infinite distractions, it is easy to get drawn away from your work ...
Let’s say your sales results are off by 50 percent. You are literally producing half of your number. There are a few things ...
