Are You Intentional with Your Deals?

Are You Intentional with Your Deals?

Working with salespeople around the world, I often see well-meaning professionals who simply lack direction. Don’t get me wrong, their intentions are good and, in many cases, they work hard.  They prospect, pitch product, fulfill customer requests, create proposals...

Are You Finding Enough Prospects?

At the beginning of the year, we ran a poll asking alumni to share the biggest challenges they expected to face in achieving their professional goals or targets for 2018. A large number of sales reps indicated that finding enough prospects was a leading challenge. 2...

Can Better Forecasting Improve Sales Performance?

This article is co-authored by Gerard Baglieri and Carlos Nouche. If it doesn’t matter who wins or loses, then why do they keep score? – Vince Lombardi If sales is your livelihood, then exceeding your stated quota is your scorecard and primary goal....

What is the Right Amount of Homework?

We have addressed the topic of adequate “homework” before. We’ve all witnessed a sales call where a rep asks ridiculous questions, “so, what does your company do?” This is an obvious and inexcusable lack of preparation. Our natural...

You’re the Quarterback

There is a strong possibility that you may be working a deal with team members who haven’t been through a ValueSelling workshop. I often get this question from my students, “What can I do to make sure that everyone is aligned so that we can execute effectively?”...

Know All You Can

More often than not we enter into opportunities where competition exists.  Our invitation to participate is procurement’s prerogative to balance out the bidding process. Unbeknownst to us, senior stakeholders usually have a predisposition. As with most elements of the...

I Will Not Say "Please!"

Now that Q1 is in the rearview mirror let’s think about deals currently in our funnel or perhaps one that might have slipped so that we are better prepared as we move them through stages toward commit. We believe that it will be useful to focus on how to effectively...