Be Right Now When the economy turns sour, fear is palpable. In vain, amid the relentless stream of bad news, people search for certainty where there is none. All You Have Is The Present (An excerpt from Selling In a…
Dealing With The Competition In A Professional Manner The discipline to deal with the competition in a professional manner is one of the hallmarks of the best salespeople. Every salesperson should think through and decide on an approach that best…
How to Create a Value Offer That No One Else Can Compete With 74% of buyers choose the company that is the first to add value. Here are four secrets to creating a value offer that only the best salespeople…
Sales is NOT about selling strategies, it’s about winning the internal game. Selling strategies (how to close, how to cold call, etc.) are very helpful, good, and necessary, but if you don’t understand the forces that drive your behavior, they…
The way you pose the question is hampering you and preventing any likelihood of finding the right answer. It’s time to reframe your thinking. Selling isn’t easy. Every seller has that one problem or question, the answer to which has…
Choice in goal setting is about truly owning the goal as our own. SMART goals have been with SMB sales professionals and owners for over 50 years. Yet, how many executive leaders and salespeople consistently fail to achieve both professional…
If your pipeline is not coinciding with revenue, you’re likely to be questioned about it at some point which is all the more reason to keep it true and tight. Sales pipeline. If you are in sales, you will get…
Do you find yourself saying what you would have, should have or could have done after you fix a problem? This is a sign that you ignored a danger signal. Life is filled with danger signals and warning signs. If…
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in? Or managers, the type of selling…
Part of displacing your competitor may also include displacing other priorities. I had an interesting conversation with Hank Barnes last week. We were discussing competitive displacements, a euphemism for stealing clients from your competitors, and the conversation turned to client…
"I'm not sure if I have the right people and I am not sure if they're doing the right things.” — Every Leader I've heard this from countless CEO's, Sales Leaders, and Business Owners over the past ten years. Part of…
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success. Today I was working with…