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…
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…
“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?
Your value proposition doesn’t stand by itself. You need to make the right moves, with the right people, and tie it to the right outcomes. In this webinar, we discuss evaluating your go-to-market strategy, identifying…
Every important interaction with a prospect or client must be intentionally planned to ensure maximum success. Learn the rules to “wiring” your discussions so Mr. Murphy doesn’t stop you from accomplishing your critical objectives.
There has been quite a bit written about mission statements and goal setting, and perhaps just as much being ignored or abandoned. We may think about it and write down a few items but soon…
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…
I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a game…