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...
You and I both know one of the key reasons salespeople don’t hit their quota is because they don’t have enough deals in the funnel. They work the ones they have like crazy at the end of the quarter but if they are not ready to close they don’t hit the number. If...
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...
There are more than 467 million members on LinkedIn. Are you and your sales team? I would hope so! Social selling is critical for the modern seller. Social selling provides new opportunities for salespeople to break through all the noise out there and connect with...
Did you ever wonder why values are part of a strategy or strategic plan? It’s interesting how some people get really excited about mission, vision, and values, while others like to focus on goals and actions. I get it. Goals and actions feel like getting down to...
Sales is Social It’s funny to me that people forget that sales is a social process. Selling is mostly an interaction between people. Granted you can buy some products or services from a website and never need to talk to anyone. But, most B2B sales require humans to...
Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all because every sales leader and account based sales rep knows that referrals are their hottest leads and best...
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?...
Not all business is good business. Just because a company is in your target market doesn’t mean you want to do business with them. Even if your target market is well-defined, not all the companies will be a good fit or have a need right now. It’s the salesperson’s...
You increase your sales. Which is something most of us want to do. Unfortunately, there is misalignment between sales and marketing at most companies. Because of that, there are never enough leads to fill the pipeline full enough to hit or exceed quota. According...