It's an age-old saying that people buy from people. More people buy from people they trust - but most importantly, they buy from people they trust and whom they like. One statistic remains true after…
As sales professionals, we are well acquainted with the intricate dance of communication. However, we are less likely to identify a trail of smoke and mirrors that can come from potential clients when discussing opportunities.…
Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our behalf when we…
Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to ease the pressure and increase the team’s…
I have the pleasure of coaching and working with some of the world’s most experienced and skilled sales teams, often tackling the largest of opportunities. I also see the new generation of sales professionals developing…
We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client…
Growing up as a first-generation individual, I was exposed to language and culture differently than my schoolmates and neighbors. In my home, we spoke Spanish and English. I needed to figure out how not to…
Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?” A fair question after having been somewhat “fire-hosed” with fresh ideas for several hours during training.…
This will age me! When email first arrived on the scene, I was a front-line sales leader, leading a team of about 15 sellers in the IT Industry. The instruction came from above that all…
As many of us are enjoying the good fortune by returning to normal ways of conducting business following the pandemic, one of the great joys coming back are client meetings. Real, live, face-to-face client meetings.…
NASA’s January 8, 2022 announcement… James Webb Space Telescope completes epic deployment sequence…. It’s done. The biggest astronomical mirror ever sent into space is assembled and ready for focusing to enable humankind to capture…
I know you will all relate to this scenario! You take a deep breath. You are faced with the embarrassing and unenviable task of delivering bad news to your sales leader –the important deal you…
As sales professionals, we need to be able to answer three key questions: 1) What do we sell? Easy. 2) What business value are we bringing to our client? And 3) Who wins? Here is…
The secret in the book “Think and Grow Rich” is revealed by way of ideas and actions. As a salesperson, you can master this approach by applying thought to your client’s business and generating IDEAS…
After 2020’s dramatic market changes, sales leaders must re-examine their approach to achieving their 2021 sales targets, including their approach to pipeline management. Now is the time to implement a science-based approach to planning.
2020 is finally ending! The new year offers an abundance of opportunity if we are willing to focus on new approaches, become more daring, and refuse to accept anything less than success.
“But they have much better relationships than we do…” How many times do we hear this about the competition from our sales executives? First thought? What evidence do we have that this is the case?
The anxiety and uncertainty caused by our new reality has created a lack of personal and professional momentum. Recapture your passion, commitment, and direction with secrets used by elite military, business leaders, and top performers.
There are three critical things every Sales Leader should be doing now to deal with the new pandemic in Sales – Call Reluctance. Follow these steps to get your teams back up to full productivity.
Do you want to move deals faster through the funnel? Create a greater probability of success? Put more wins on the board? Then consider establishing a coaching flow and help stop the Value Proposition madness!
In the post-pandemic world, the Service and Delivery Teams are critical to both protecting and growing revenue, and the Sales/Service partnership is more critical than ever.
What can be done to minimize deal slippage? Well, there are three critical success factors which, when executed well, can significantly improve your hit rate for deal signing. Are you aware of them?
Most salespeople learn that “solution selling” is the way to win. But what happens when your solution becomes commoditized or there is a better solution on the market? How do you win then? If you…
Happy New Year! If you are like many sales professionals, you are thrilled to have survived the end of 2019 madness, and you are ready to jump into 2020! However, if you have growth targets…
There is a major issue within Sales and Marketing that, if corrected, will pay immediate dividends. Too many of our salespeople are working too low in their client’s organization. They are limiting their upward mobility…
Why Executive Communication Fails 2.2 hours a day. That’s the average time people spend on social media each day. As if executives aren’t busy enough with all their responsibilities, this adds to their jam-packed days…
The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered. Executive customer calls are…
If you have participated in traditional sales training and learned how to create and deliver a compelling value proposition, you are probably doing it wrong! The old school training strongly reinforces the need to create…
Those of us who have been in business-to-business sales for a long time can easily recall being asked by our manager or coach about the ever-elusive decision maker. “Are you the decision maker?” We were…