We humans are novelty-seeking creatures. We are attracted to anything that is new and exciting. Some new tools and new ideas can revolutionize your sales efforts and produce new and exciting results; they are worth looking into. However, much of what you need to do to ...
Did You Have the Relationships Before the Competition Began? Not losing on price starts with having the relationships that ...
What does your sales manager do? Better still, what does your sales manager get paid to do? She gets paid for all kinds of ...
No salesperson denies the importance of relationships in creating and winning opportunities in business-to-business or major ...
You want to beat your competition. You deeply believe that you are better than they are and that you deserve your dream ...
Two of the most remarkable mistakes that salespeople (and lots of other people) make are giving up too soon and not having ...
It’s easy to see the sales process as linear and horizontal. It is a set of activities where A precedes B, and B precedes C. ...
Most of us go to work each day and we do our jobs. We go about all the tasks and activities that we believe produce results, ...
Sales is a competitive endeavor. As you pursue your dream client, one that likely already belongs to your competitor, know ...
In the game of chess, White moves first. There are twenty opening moves available to White, or so it appears. In reality, ...
I don’t know how long your sales cycle is. I don’t know what your quota is or what your goal for this quarter is, either. ...
Life sometimes has a way of intervening in your plans. Work comes with its own set of challenges, but your personal life can ...
As salespeople we work hard to understand the dissatisfaction that is our dream client’s motivation and rationale for ...
A recent post I wrote on competing and cooperating drew a comment on LinkedIn. The comment suggested that as salespeople we ...
I have already written about how unhealthy the Request for Proposal process is. It doesn’t work well for the company making ...
A great needs analysis or discovery sales call is a work of art. When done well, a great salesperson can draw out the ...
The great game of sales is a competition. It is a zero sum game with one winner and all other competitors necessarily ...
I never wanted to be a salesperson. I had a much more interesting plan, and I was truly enjoying myself pursuing it.
Threats are sometimes spoken, and sometimes they are implied. Promises are sometimes made, and sometimes you believe ...
From time to time, you may need some help pushing an opportunity over the line. You may come across an opportunity that ...
You are entitled to qualified prospects, if you are willing to mercilessly disqualify anything less than your dream clients ...
