In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the "Housewives of New York", Carole Razdiwill. Don't judge me, I…
Having A Common Sales Language Prevents Miscommunication The language we use is key to the success of all sales organizations. Most companies share a common corporate language, and that lingua franca is English. Even for international organizations with offices all…
Set More Meetings Over the Phone With Stories That Engage Prospects When you don't have a physical product to show use stories to improve telephone prospecting outcomes. Once upon a time . . . From a very early age on…
How Poor CRM Management Leads To A Poor Customer Experience Neglecting CRM management can be a fatal mistake. Opportunities will fall through the cracks and you might end up treating existing clients like they aren't already customers. Make sure that…
In B2B Sales, Storytelling Builds a Human Connection When we are children growing up, it’s fairy tales and stories that shape our thinking. They trigger our imagination and fuel our creativity. As adults it’s not that different, we are always…
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person's profile was very scarce because the young lady…
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded "expectation of success" appears to play a significant role in such cases. Recently, I finished reading a book written by one…
Here are some insights that might help you and your team prospect more effectively. Most organizations want to prospect Fortune 1000 companies. While tempting, it can be a bit like boiling the ocean. After all, there are 1000 companies on…
We all know that sales people are on the phone or emailing to drum up business, but you need to connect with a person on a human level, make them comfortable and then talk business. Recently, I was approached by…
Try to put yourself into your prospect’s shoes. What would you want to hear when you pick up the phone where somebody is interrupting your day? As a brief introduction, we experienced a really nice surprise recently when a prospect…
Sales is a process, especially when it comes to consultative selling and the process only works when you don't skip steps. Staying in touch with prospects, following up in a timely and mindful manner and following a customer-centric sales process…
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are important to become a successful sales…
