Sellers often come to me when they’ve hit a major stumbling block: a great potential client isn’t responding. The last few weeks, it’s happening more often.
Time flies and it's almost the second quarter of 2020! If you're anything like me, you've probably found yourself wondering where the first 2 months went. You might also be wondering what exactly those sales goals were that you set for 2020
Whether you’re selling B2B or B2C separate yourself from your competition, embrace video now. Whether it’s to attract new business, secure additional business, ensure retention, or as a follow up to your discovery, video is the future. So how and where should you incorporate video?
What if you could close the gap between good performers and GREAT performers and create lasting sales results, all while enhancing your culture with a new type of training that complements every other sales training they’ve ever experienced? And also see a boost in profits
Too many sellers look for new business in the wrong places. They’re in the dark when it comes to engaging with today’s information rich, time starved consumer. They fail to adapt to new methods of prospecting, discovering information, creating value, and holding the customer’s attention.
Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume
Thomas, the CEO of a large conglomerate, was a tough sell, but a lifelong client and now a dear friend. Agreements took months to close, terms were altered, and Thomas insisted on running each revision by “the board.” Come to find years later
Sales can be a tough game. It’s full of rejection, stress, and self-doubt. But once you armor yourself with the structure to manage it all, you’ll find the rewards to be plentiful.
Don’t enter into a new venture. Don’t sign contracts, buy a new house, expect to reach quota or count on callbacks. Do not be surprised if your technology is screwed up, your dog gets sick or something goes awry when you’re in transit
