by Doug Von Koenig | Jan 19, 2021 | Blog
Value, specifically defined as the ROI that our buyers expect to receive from leveraging our unique capabilities to solve their problems, is the heart and sole of any value based sales cycle. The better the seller does of providing easy to understand and specific... 
by Doug Von Koenig | Mar 27, 2020 | Blog
The one thing I’ve learned that I use every minute of every day is that to be successful in sales the seller must understand and align themselves with their buyer’s view of the world. What problems is the buyer trying to solve and why? How does the buyer envision... 
by Doug Von Koenig | Dec 10, 2019 | Blog
There are very, very few of us who are born loving to prospect. If you are one of those are prospecting unicorns you may not need to read this (just kidding). If you are in the vast majority of us who tend to view prospecting as our least favorite activity, please... 
by Doug Von Koenig | Nov 6, 2019 | Blog
Have you ever received this feedback after months of hard work leading what you thought was a strong sales cycle only to be shut down with the finish line in sight? What happened? You knew in advance that your prospective client was going to hold a final internal... 
by Doug Von Koenig | Aug 5, 2019 | Blog
In my experience the most successful salespeople are those who do these two things consistently well: they help their clients learn about their solutions by asking a lot of questions; and they help their clients learn by telling great stories. This is the polar... 
by Doug Von Koenig | Mar 19, 2019 | Blog
You’re smoothly working your sales cycle, teaching your prospective client how your solutions will become the best way for them to solve their problems, and all of a sudden they ask you for the price. Happens too often right? They’re asking a question you have to... 
by Doug Von Koenig | Nov 5, 2018 | Blog
Often times, we think that because we offer some unique capabilities for the marketplace, that we are differentiated. This is almost always not the case. Offering something unique, aka being different, has absolutely zero value to potential clients. Zero, nada,... by Doug Von Koenig | Feb 21, 2018 | Blog
One of the most common questions I get from salespeople is that they think they have done everything right during the sales cycle yet their prospective client is still beating them up over price… One of the laws of the sales jungle is that the client will fixate on... 