Author Archive
Why Prospects Want to “Try” Before “Buy”
The competition has been fiercely pursuing this account, but you feel like you have the edge. All indications are that you are going to win the business. Then, a call comes in from the Procurement officer who says:
“We think you guys are great and we think we are going to go with you. Here’s […]
Migrating from Vendor to Partner
So, it’s been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible, a vendor! At this point, you have probably decided that sales really isn’t fun. There is hope! You […]
Successful Selling and the Theory of Relativity
Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant’s tomb and you are […]
Will You Pass the Flinch Test?
After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you present the proposal to the buyer. Skipping the sections about your company and your solution, she flips right to the pricing page. “Oh my gosh, […]
5 Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many err and promote their best seller to a sales management position. Why this is called a promotion is beyond me. The job of the sales manager is […]
The Sales Person’s Kryptonite
Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to be kryptonite. Superman has no choice but to fight this nemesis to survive. Sales people have choices. […]
12 Keys to Tuning Up Your Sales Force
Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way. It would be great if as a business executive or small business owner, you had this kind of technology at your fingertips. Unfortunately, managing […]
5 Keys to Ensuring a Spectacular Sales Training Engagement
You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision? What makes you think you really need sales training? Before setting out to find a sales trainer, the next best step may be to assess the sales team since there […]
