One of the many forces that has changed the way people and companies buy is the availability of information. There is more information than ever available to buyers, and it is easily accessible. We have a tendency to make both too much and too little of this trend at the same … [Read more...]

It’s over. Next week, we start over. It’s a new game (or it could be, anyway), and a new season. Before we get started, how about a little reflection on last year? Did you reach your goals? Nurturing your dream clients How did you nurture your dream clients and create … [Read more...]

You aren’t everyone’s cup of tea. There are some people with whom you just won’t click. And there are some people that are very difficult to work with. Some of the people with whom you won’t easily develop a relationship are contacts within your dream client’s company. … [Read more...]

Last week I had a lunch with a new salesperson. This is his first real job, and his first job in sales. I asked him about his new job, and he told me he was doing okay, but that he could be doing better. I then asked him if he was getting the time, the attention, the development, … [Read more...]

“You can’t succeed without following your sales process.” “The sales process is meaningless.” “The buyer is in charge now. There is no sales process, just a buying process.” There are salespeople, sales managers, sales organizations, and sales thinkers that … [Read more...]

We are all busier than we have ever been. We are being asked to produce greater results with fewer resources. We are also required to manage more complexity, more tasks and responsibilities, and more relationships. I believe that this is a trend that will continue long into the … [Read more...]

Merry Christmas and Happy Holidays!   … [Read more...]

File this under “staying out of operations.” As a professional business-to-business salesperson, you are going to receive and take calls from your clients when they need help. You sold the outcome, and when those outcomes are difficult to obtain, you are going to get the … [Read more...]

A couple nights ago I was speaking to a friend on the telephone. She told me a story about a consultant that won a big client, their dream client. This consultant had a good gig, but at some point the relationship was no longer beneficial to the client, and the client decided it … [Read more...]

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.Last week I wrote about some of the changes that are occurring in customer … [Read more...]