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…
The number of new social media networks seems to be growing exponentially! It’s hard to keep up and determine which ones to join. After you decide, you have to figure out who to follow, add,…
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…
Contrary to conventional wisdom, great salespeople do not just wake up and start selling; they wake up and start thinking! Great salespeople are passionate about helping people and like having something good to say. Since…
With attention spans falling, and the competition for our limited attention rising, the demands on what it takes to deliver a successful elevator pitch have gone up big time. A salesperson can no longer reasonably…
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,…
Not long ago, all Hunters had to do was to FIND customers and persuade them that their solution was the best. In today’s market, a Hunter has to MAKE customers. The world is changing from…
There is an old saying in the world of Sales—“ABC”—which is better known as “Always Be Closing.” It was commonly used by sales managers in the days of typewriters and photocopier selling. So let us…