There are two kinds of problems or challenges in business. The first category are problems that, while coming with a bit of conflict, they are resolved with a single decision. The second category are problems and challenges are systemic and can’t easily be solved, least of ...
The time you get with your clients and prospects is a gift. You dare not waste it. That means you need to plan your sales ...
People can have differing views on business ideas. There are some that see everything as an expense. These people are ...
There are two strategies for producing successful results. One of these strategies is highly effective and certain to ...
For a long time, salespeople have been taught and trained not to disclose their pricing when asked. Instead, they have been ...
I no longer find the language “overcoming objections” as useful as it once was. It is more often true that we are really ...
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.
