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…
Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra powers in the…
The global pandemic has forced companies to change how they work, which has significant impact on how we sell. Social distancing is another barrier and selling virtual may become the foreseeable new norm.
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…
Fellow Leaders and Coaches, let’s face reality…. When most salespeople are asked into a coaching session or sales deal review, their normal state of mind is, “How can I get through this meeting with the…
Let’s be real, if someone asks an Account Manager to explain their role, most would say, “I am responsible for keeping strong, positive relationships in a customer account, solving their issues or questions that arise…
Presenting an idea or a proposal to an executive is never easy, but its difficulty is compounded by the lack of financial justification. The term value proposition can easily be replaced with business case. Every…
The sales environment is going through an amazing amount of disruption at a staggering pace. Strategic sales organizations must adapt to the changes or risk falling into the downward spiral of lower win-rates, loss of…
The majority of base accounts have nowhere near the revenue penetration that we both think they do, or desire that they have. On average, base accounts have 15-20% revenue penetration for the client’s spend in…
Too many times salespeople stick to talking about their own products and services because that is where they are most confident and comfortable. They discount their personal knowledge and that of their company unnecessarily, thinking…
Competing for Attention We all clearly understand how the balance of power has shifted significantly in the last decade from seller to buyer, driven by the power of information and knowledge. To compound that power…
Creating new opportunities within accounts may seem daunting. The fact is, it is relatively simple; it’s all about developing and sharing ideas with your contacts while helping their business and personal interests. The problem resides…
Traditional thinking about account management is killing your business. There is a subtle change occurring within the world of account management that has significant implications for your revenue results. Rather than thinking of account management,…