I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for ...
Here are ten mistakes you can make that will cost your deal.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, ...
The truth at any price, even the price of your deal.
The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the ...
If you want to reach your big goal as a leader, here is the recipe. It’s simple, but it isn’t easy.
Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in ...
Anonymous writes: “I want to improve myself, but I don’t have any money to invest in programs.”
We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much ...
It’s easier to do things right the first time, even if it takes a little longer. Doing it right the first time is crucial ...
You don’t really buy your prospect’s business by giving them the lowest price. When you live by the sword that is price you ...
Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you ...
You have a personal psychology. You might call it your belief system, your values, or your personal blueprint. But whatever ...
Goal setting is easy. You decide what you want. You write it down and declare it your goal. It’s as easy as that; you now ...
Discovery is about learning what your client needs, their strategic initiatives, their goals, and their outcomes. Discovery ...
Ask any salesperson why they lost a deal and you will likely hear a story about a competitor with a lower price, a client ...
Vision. Mission. Purpose. Then these:
Your dream client might spend in a fortune in your segment.
You can find sales problems by looking into your funnel (or pipeline, if you prefer).
Culture is what takes over when leadership and management isn’t around.
