One of the critically important, yet neglected, concepts in sales is the idea of “creating a preference” to buy from you and your company. Not only do you need to create a desire to work with you, but you must also create a preference for your solution and all that that ...
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 ...
Selling is a conversation, albeit a complex, sometimes difficult one. There are a lot of different ways you can fail ...
You have to be careful when and how you engage in talking about competition in B2B sales. It never pays to speak poorly of ...
You work with your contact to create a new opportunity, providing them with your very best ideas about how they can produce ...
Over the last three months, we’ve been living with—and through—extraordinary events like none we have ever experienced. Our ...
No one enjoys being told “no.” But it comes with the territory in B2B sales. While you don’t have to enjoy it, you can use ...
It’s time. Recent events may still be lingering for a while longer, but there is no need for you to wait around for some ...
