There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have this conversation and I had the pleasure of discussing this with a savvy...
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 need that” or “Can you do that for me?” (music to my ears.) When you...
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 deals are stuck. Your salespeople are starting off too low...
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 to choose your solution? If you are like me you could use a few...
Do you ever wonder if your key accounts are growing as much as they could be? My clients are often shocked to discover how much money they are leaving on the table in their key accounts. Key Account: An account that you can’t afford to lose An account that is...
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, we need to be clearer about the sales leader’s role in the...
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, setting the benchmark against which all other vendors are...
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 sales are merely a transaction. One phone call to ask a few...
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 context I’m referring to is a strategy. Many business owners...
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 needs, listen, learn and buy. Why are Referrals so Powerful?...