Category Archives for Closing the deal

4 Reasons Value Props Flop

When Value Props Flop It’s easy to know when your value proposition is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I

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Poorly Positioned: Ask Your Sales Reps These Questions to Close More Deals

Your Sales Team is Poorly Positioned Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing.   I know, I’ve been coaching their deals. Their

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I’m Different! Pick Me! Use Differentiation to Close More Deals

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision.    How do you stand out from the crowd and get them

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Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sales

Do you ever wonder if your key accounts are growing as much as they could be? (If you answered yes, then I have a webinar just for you). My clients are often shocked to discover how much money they are

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Conquer the Complex Sale

The Sales Leader’s Role in Conquering the Complex Sale

Too often we leave salespeople out in the field to fend for themselves on some very complex and challenging high dollar deals with companies 10 to 100 times our size. Crazy, right? In our organizations,

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How to Retain Your Best Clients

When Todd called me, he was worried. His company was growing. Over the past few years, they’d steadily acquired their toughest competitors. They were now the dominant player in a fragmented market,

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Why These Complexities are Stalling your Deals

Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. Some

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How to Use Strategy as a Filter to Drive Sales

Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in the proper context. Context matters. In this case, the

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How to Care for Referrals

We all love it when we get a referral. Someone we did a great job for tells others and is more than willing to make an introduction for us. These people come to us more ready and willing to share their

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How to Position Yourself to Get the Sale

One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some

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