A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective clients. Recently, I have seen comments suggesting that one should not use cold calls to schedule a meeting but to qualify a potential client instead. Others ...
Twenty-six weeks is a lot of time. That number multiplied by five working days minus six holidays gives you one hundred and ...
There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious ...
There aren’t too many things more important in sales than gaining first meetings with your dream clients. Nothing happens ...
The following list of ideas about training salespeople is for those in B2B sales training or who aspire to train others. ...
The neophiliac is one who loves what is new and novel, finding what’s new and now to be more valuable than what came before ...
One of the critically important, yet neglected, concepts in sales is the idea of “creating a preference” to buy from you and ...
Of the many sales skills you need to succeed in consultative sales, the first ones on the top of any list will be listening ...
No one wants to work for a micromanager, just as no one wants to be one. Like most things, when people believe that one ...
The reason we think in terms of value creation is that it is how you create a strong preference for your prospective client ...
Some factors lead to stalled or declining sales. They are known, as are the remedies that would result in growing sales. ...
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value. The main idea was ...
What makes a call “cold” is that the person you are calling is not expecting your call. Because they are not expecting your ...
How productive you will be on any given is most at risk during the most dangerous hour of the day, the first hour after you ...
The question as to which prospecting method is the most effective can be answered in two ways. The first answer is that cold ...
All clients are not created equal. Just like you and your company are more valuable to some clients, some clients are more ...
The answer to the question as to whether you should leave a voicemail when you make a prospecting call to your dream client ...
There are many reasons salespeople and sales organizations struggle to produce better results. There aren’t any secrets that ...
Too soon old, too late wise, or so the story goes. There a lot of things that would have been useful to know much earlier in ...
There can be no doubt that making an effective cold call isn’t easy. It isn’t easy to get the contacts that work for your ...
One of your primary responsibilities as a consultative salesperson is the use of a modern sales approach, one that provides ...
