Just a few questions: Is your sales year this year the same sales year you had last year? What is different about this year for you? What are you personally doing to make this year different for you? Is what you are doing measurable? Is it having the impact that you need … [Read more...]

Say their locking him up, they got him on the run, Might as well sue all the doctors when they don’t get it done, Not everything everybody does, works all the time, son. --Preacher in the Ring, Part II by Bruce Hornsby Yesterday’s post on win-loss reviews sparked an … [Read more...]

After your dream client has made their decision, and they are either your new dream client or they are back on your nurture list, you need to review why you won the deal or lost the deal. This analysis is fraught with dangers, including focusing only on why you lost or getting … [Read more...]

One of the devils in your deals is the belief that you know something that you don’t know. There are lots of reasons that you need to acquire that information that you need to both win the deal and to succeed for your dream client once you have won. When you don’t have the … [Read more...]

Sometimes you miss the opportunity to do your very best work on a sales call. Sometimes you leave without all of the information you need to really help your client. Sometimes you leave without gaining access to the people that can help you to understand your dream client's needs … [Read more...]

There is a never-ending supply of charlatans that insist that cold calling is dead. They recommend a collection of other methods that they claim are more effective than cold calling called “Anything But Cold Calling.” Who Are You Warming It Up For, Really? These charlatans … [Read more...]

There is only one factor that determines whether your opportunity is hot. That single determinative factor is dissatisfaction. You have been told that when you start planning your week, you must start with your hot opportunities because those are the opportunities that you have … [Read more...]

I have made note here on my feeling about selling price. And here. And here. And here. The principle rule was, is, and always should be to create enough value for your dream client that you can capture some of the value for your company and for yourself. This means that you … [Read more...]

Engage Them, Don’t Avoid Them (bring them onto the team) Managing the Sales Prevention Department and the Vice President of We Can’t starts with engaging them. Even though selling inside is sometimes more difficult than outside, avoiding having to sell inside is not an … [Read more...]

“Learn the secrets that the masters of sales don’t want you to know.” Statements like these always entertain me. It’s almost always some sort of pitch that has nothing whatsoever to do with what it really takes to succeed. Almost always it is nothing more than a … [Read more...]