The mistake that can kill sales and margins

Too many times, reps don’t believe their own price points. This is a huge sales and margin killer that is the result of not understanding the value or impact of their products vs. the alternatives. If the rep doesn’t see the value in your product, how can the prospect...

The 2016 Checklist for Success

We must have pretty big expectations to publish an article that is titled “The 2016 Checklist for Success.” Success is measured by you but I was feeling confident that your actions can get you there. My goal is to help you come up with your own list of actions that...

The Key to Differentiation

Many times, we think that the best way to educate a possible prospect about our products/services and how we differentiate is by “telling” them.  But think back, do you believe and absorb everything you hear? Selling is more about the “asking” than the...

Can Your Sponsor Get the Deal Done at the 11th Hour?

When we think about how a typical conversation transpires between your coach/sponsor and Power Person…it goes a little like this: (abbreviated for brevity) Power – Why are you here?  What are you asking of me? Sponsor – I am here to talk to you about your number one...

Do You Have a Mutual Plan?

Are you “sitting” on a critical deal or two for the fourth quarter?  You know the ones that should close but you are just not 100% confident. If they come in as planned, you are set but if they don’t… Too many times I see sales reps “just sitting” and waiting for the...

Gaining executive access

Making an effective sales call on a senior executive is often critical to our success. Whether it’s on the phone or in the office or at the club, connecting with a key executive is important to expediting the sales process. The impact to you when you gain and...

Building Effective Sales Teams

Solving customer problems is what great sales people do. World-class sales professionals understand the importance of building effective sales teams in order to meet customer needs. Today, purchasing decisions are made at all levels of our customers. From executives,...