When your dream client signed on for a presentation, they weren’t expecting that their commitment would include all 4,201 in your deck of slides. They were hoping that you would address their needs, share your ideas, and engage them in a dialogue.
Listen to interview here.
Your business is different than other businesses. And your business is different than your competitor’s. You have different ...
Selling well now is more difficult than ever. And we in sales aren’t taking the right actions to match this new reality. ...
You just found out your dream client chose a new supplier. Not only were you not chosen, you weren’t even invited to compete ...
High value activities are the activities that produce your most important outcomes. These activities produce the results you ...
If you have a business, you only have that business because you have customers. If your business is growing, it is because ...
Short answer: Because you aren’t making enough calls.
The more desperate you are for a deal, the happier your ears become.
It’s tough to win on a battlefield that has been shaped by your competitor. If your competitor has built the relationships, ...
Sometimes things go horribly wrong. You lose your mojo. You find yourself in a slump. You miss your number. It feels like ...
For all the talk of relationship selling being dead, I am still long human relationships. Your best relationships are based ...
Sometimes your biggest time drain can be your existing clients. I am not talking about the time you spend with your clients ...
You’ve fallen behind on your number. Certain events have transpired against you, and now you are way behind where you need ...
You have to be a professional salesperson if you are going to create and win opportunities. You must also be a value ...
Does it feel like it is more difficult than ever to sell? That’s because it is more difficult than ever. But you can do it.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Your dream client has seen your kind before. They’ve seen the new salesperson come in full of excitement and ambition. ...
Salespeople have all kinds of superstitions around when they should make certain kinds of calls.
Cowards die many times before their deaths; the valiant never taste of death but once. –William Shakespeare (Julius Caesar) ...
A lot of salespeople tell me that they don’t leave voicemail messages when they call their dream clients. I understand ...
