So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share, and continually stay “top of mind”…
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s on their site. I came across…
Focus on the customer first and the sale second. In doing so, you will close more sales as you build stronger relationships through likability and trust. Remember sellers, your focus should be on your client, not just yourself! In North…
Quarantine is often worse than spam because the intended recipient has no idea that the e-mail exists. It’s always fascinating to see how previous experiences such as jobs and careers benefit you in unexpected ways. So, I was quite pleased…
Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if you’re a business owner or CEO.…
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a sucker for sports cars. If a…
Most of us tend to open our calls - cold calls, prospecting calls and follow-up calls alike - with statements that create resistance, instead of creating a relationship. As salespeople, we have between 4 and 30 seconds to make a first impression…
There is Absolutely no Substitute for a Positive First Impression With Prospects Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a book by its cover too. In…
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…
What works to get your attention, or what have YOU found works to get your prospect's attention? In all the noise and all the clutter you must stand out or your human-to-human connection will not ever take place. Once you…
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…
Winging it is stupid. Top athletes and ultra-high performing sales professionals warm up and prepare BEFORE going into the game. What kind of sales call preparation gives you the competitive edge?