Maybe you believe you sell a product. Or maybe you believe you sell a service. Or perhaps, you believe you sell something more complex, like solutions. Really, you sell only four things.
There is an obstacle standing between you and success. It’s placed directly between you and that which you most desire. If ...
Mr. Farrington is at it once again. Last year, Jonathan put on a spectacular show with his 2010 Top Sales Awards. This year ...
This is part five in this series. It started with determining the purpose of the sales call, moved on to identifying the ...
This post is part four in a series. You can read part one on determining the purpose of the sales call, the second post on ...
This post is the third in a series of calls on planning sales calls. The first post covered how to determine the purpose of ...
This is the second post on sales call planning. You can read the first post here: The Purpose of the Sales Call.
This post is going to begin a series of posts on planning a sales call.
Mark lived in Texas. After the oil well business declined in the 1980’s, he took a job in sales, something he never thought ...
For many years I have recommended a number of books to B2B salespeople. Some of the most important books I have recommended ...
Opportunities require dissatisfaction. Without it, there is nothing that compels your dream client to change. If there ...
One of the iron laws of selling well is to diagnose before you prescribe a solution. It’s like gravity; you don’t have to ...
There is no shame in losing. None.
Today I spoke with Alex Warr at Relevance, Inc. Alex is just beginning to build a plan to improve his personal sales skills ...
There are four levels of value creation. The lowest level, level one, is to have a great product. A level up from there, ...
It’s easy to get emotionally invested in an opportunity. One of the results of being so deeply engaged in pursuing your ...
Your dream client is waiting for you to nurture the relationships within their company and to build the trust that will ...
I’ve spent a lot of time thinking about, writing about, speaking about, and working on how to move from a transactional, low ...
The universe is set up so that every day is a do-over. All you have to do is decide to change, and you can change in that ...
It’s easy to get trapped in a transactional relationship with your dream client when you should have one that is deeper and ...
Sales calls can feel like a lot of work. You can run into prospective clients that are skeptical and need to be convinced ...
