After two decades of working with high performing salespeople, I’ve noticed that the best of the best have a formula that they consistently apply with relentless determination. The formula shows up in how they generate leads, segment their existing customer base, focus their time, and work...
Read More
We all know that a common sales management best practice is for sales managers to have weekly sales team meetings, and to make these events part of their ongoing rituals. Sales meetings are great platforms for selling skills coaching, strategizing around key accounts, monitoring pipelines, sharing...
Read More
Being able to connect with a new prospective client is 50% of the equation when you’re in sales. You’ve got seconds to make that first impression which is so critical to relationship building. Over the years, we’ve worked with sales teams from a variety of industries...
Read More
A Forrester Research report revealed that 27% of salespeople come into sales meetings with the objective of pitching products; and another 41% come in and ask a few questions only to listen for a keyword or two that will prompt them to go into pitch...
Read MoreThe other night I was watching my favorite reality show "Shark Tank" when Mark Cuban pondered whether or not to invest in a new entrepreneurial venture. When he finally responded "I'm out," Mark clarified that he really didn't know much about the product space and...
Read MoreThis is the third part of our series on selling value. So far, we’ve covered how to identify the customer’s needs, their key value drivers, and have discussed some potential solutions. Now we’re going to look at crafting your value proposition so that it speaks...
Read MoreWell, it's no secret that selling your product is a lot tougher than it used to be. And between ads online, on the bus, or on TV, it's harder to get a prospect’s attention. Selling used to be about presenting a product or a service, discussing...
Read MoreThis is a three part series on how to sell value. First, we will focus on what "value" means to you and why it's important to understand the concept of creating customer value. Next, we'll focus on how to identify your customer’s value drivers. Lastly, we'll explore how to create a...
Read More