There are some salespeople—and some sales organizations—that are willing to tell their prospective clients whatever they want to hear in order to win the deal. They do so knowing that they cannot achieve the outcome that they promise, but also knowing that agreeing to ...
The business of sales is about people and it’s about relationships. I have written before about dream clients and nightmare ...
There is no better way to discourage your sales force from selling than to fail to deliver on their promises.
You may have done good work building the relationship with your power sponsor, you may have spent your time deep in the ...
You said it. You meant every word, and you had every intention of doing what you said that you would do. The task that you ...
Your dream clients worry at the end of their buying cycle. Right before they are ready to choose and commit, the doubts ...
Yesterday, I expressed my gratitude for having been awarded Top Sales Blog. But this isn’t about me, so let’s move on to ...
These are enormous differences between marketing and nurturing your dream clients. Marketing isn’t personal. It does nothing ...
Hiring salespeople is no mean feat. Their prior success isn’t always an indication of future performance. There are a great ...
If you are in sales management, you have no doubt heard the excuses: there is no one in right now, they are all on vacation ...
There is no doubt that client retention is a key component of a good growth strategy. You must do everything in your power ...
Sometimes it turns out that your long and firmly held beliefs are wrong. They may have at one time been true. Or maybe what ...
To advance an opportunity from target to close, you have to obtain a bunch of smaller commitments that may, eventually, lead ...
I feel so strongly about the principle that salespeople are to create so much value for their dream client that they can ...
Lately, I have noticed that salespeople are trying to be more and more “professional.” I put professional in quotes because ...
Looking at your dream clients through a glass darkly means having an imperfect vision of their needs, their problems, or ...
Your most dangerous and fiercest competitor has had your dream client locked up tighter than a steel drum for years. Your ...
Perhaps one of the reasons your sales force makes too much of following the sales process is that you as the sales manager ...
What you do is special. What you sell is like nothing else in the world, and no one else could possibly understand how ...
I just received the awful news of Mack Hanan’s passing.
