I receive a lot of email, but more and more I am getting direct requests to write about some issue or problem that a salesperson is struggling to overcome. I don’t often take requests, but when something strikes me as interesting enough to answer and might also benefit ...
Salespeople need to have some planned dialogue for the common objections they face, especially when prospecting and ...
In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. It’s a pretty simple ...
As a business leader, you want to spend time communicating with your people. You don’t often get enough time to share your ...
It’s not what you think. It’s not defying conventional wisdom or coming up with a new and revolutionary approach. This is a ...
You might think that your company is a manufacturer. You might think it is a service organization. You may even believe that ...
In keeping your promise to help your clients produce the outcomes that you sold them, inevitably, there will be problems and ...
I love technology. A new product or a piece of software is built and released long before it is perfect, the company gathers ...
I have had numerous interactions over the years with sales managers and business leaders who believed that the problem their ...
I don’t believe in multitasking. It’s a myth and it’s a lie. If you are going to do something, doing it as well as you ...
My old man reads my blog. He is an old B2C guy and he hates that I use the term dream client instead of prospect. And now he ...
Two days ago I wrote on the three biggest killers of sales productivity. I wasn’t writing about what prevents salespeople ...
You may believe that you a wonderful relationship with your client, and they may believe they feel the same about you and ...
Sometimes you are the real obstacles to producing greater results.
We talk a lot about value propositions and creating value for our clients. The word “value” is overused so much as to have ...
Salespeople sometimes complain that they don’t have fixed or standard pricing. They believe that their jobs would be easier ...
It sounds silly, doesn’t it? How can you be a superhero? You are already made up of the same stuff as superheroes—or you ...
A few weeks ago I had a conversation with my friend, Mike Weinberg. We were both sort of chuckling at the idea that one of ...
You found a power sponsor to help you navigate your way into and through your dream client. You have had a couple of ...
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all ...
Sometimes your dream client has immediate needs and is ready to place an order before you are through the sales process. It ...
