Over my past 10 years of facilitating sales workshops around the world, I’ve noticed a pattern. One in which some, if not most, sales professionals make statements such as, “I have been through something just like this before” or, “this is simply a refresher for me,...
We all want the mega deal, that mega win that pushes us into accelerators and makes us a legend within the company culture. But, how do we get one of these mega deals over the finish line? How do we execute something that might be more complex than anything we have...
We’ve all been there. Unmotivated or overwhelmed to the point of not knowing where to start. What can we do to overcome these lulls and continue being productive? In today’s busy world managing our own time is a constant battle for all of us. It is no wonder we find...
I often hear sales reps and leaders talk about their company and the huge impact it has for its customers. But, when I ask for one measurable example, they stumble. Why is that? Now, of course, some will come up with a number: ‘X’ savings or ‘Y’ revenue gain. This...
“The wise learn many things from their enemies.” — Aristophanes As I speak to companies in all types of industries, I am surprised to discover that some know very little about their competition and how to best position themselves against them. You may think you...
At the end of every quarter, I see the same misstep — the lack of a Mutual Plan with the prospect (AKA a simple client-specific business case). Sales teams work so hard throughout a quarter to complete proper discovery, multiple product presentations, detailed...
If your 2017 goals include growing your customer base or building a strong pipeline, there is another goal you should consider adding to this year’s list: customer retention. Many salespeople are guilty of “hit-and-run” selling. They get the order and then disappear...
What makes a great sales professional is not simply the ability to sell but the ability to predict the sale accurately. We’re now into the last quarter of 2016, are you short of your goal for the year? Maybe you’re forecasting that the fourth quarter will be the best...
We often are asked questions about getting to executive Power during a deal and making a real connection. In other words, building a relationship that lasts because the client sees value in you and your interactions with them. Let’s start by quickly identifying what...
This is a common question we’re asked by new reps during the ramp-up period. It’s clear that credibility, and the ability to position your value, begin with providing value-based reference stories. So, what if you’re brand new and don’t have any personal reference...
