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...
When does a “difference” become a “differentiator”? Typically, a marketing or product marketing team provides a list of differentiators to the sales organization. Sales reps then take that list and trot it out to customers and prospects. But, are lists like these...
We all recognize how important forecasting calls are. Without them, how can we successfully call the number? The challenge is that most often, the time spent on forecasting calls is “weighing the pig” or “priming the sunshine pump.” We spend a tremendous amount...
Depending upon your interests, there are some ‘classics’ that everyone enjoys. If you’re into cars it might be the GT 500R Shelby Mustang. If music is your thing perhaps yours is Exile on Main Street by The Stones. Or it could be Casablanca if you’re a movie buff. For...
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 at Visualize spend a lot of time working with individual contributors who have one major concern as it pertains to building a sustainable ‘practice.’ How do I improve every day and make my way towards becoming unconsciously competent? To translate, how do I build...
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...
When does negotiation start in an opportunity? The most common response is “in procurement.” Is that true? How about “negotiation starts whenever something of value is requested”? How about “negotiation starts at the beginning”? There are hundreds of books on the...
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...
Visualize was honored with four Stevie Awards for Sales & Customer Service including a Gold Stevie award for Sales Consulting Practice of the Year. The Stevie Awards for Sales & Customer Service are the world’s top honors for customer service, contact...
