It is imperative that sales managers challenge their team to confront reality when reviewing their opportunities. If you are without a sales manager, you need to challenge yourself when it comes to reviewing the opportunities on which you are working. Some sales organizations … [Read more...]

Even though I intended this to be part of the other six ideas contained in the post How to Be a Strategic Advantage for Your Clients, this idea merited a post of its own. It’s too important to be buried in a longer post. Your clients (and dream clients) are on the inside. You … [Read more...]

You don’t have to be a commodity. Even if what you sell is a commodity, you don’t have to be a commodity in your client’s eyes. How you behave and the results that you provide can separate you from the pack. You can do the work and become a something your client values. … [Read more...]

This morning I had the opportunity to interview a friend of mine, Lou Imbriano, about his new book Winning the Customer: Turn Customers Into Fans and Get Them to Spend More. Lou runs his own sports marketing firm, Trinity One, and he was formally the Chief Marketing Officer for … [Read more...]

Some time ago, I received a direct message on Twitter asking me what you do to compete with the one big player that competes and wins on price. There is a simple, but difficult, answer. Here are eight things to consider. It is a mistake to compete where you are weak and your … [Read more...]

In the past, it was enough that the contacts within your dream client companies did the jobs that they were hired to perform. For example, if you call on doctors, in the past they were judged by how well they practiced medicine and how much they helped their clients. If you … [Read more...]

I can’t think of a better analogy for advancing an opportunity than moving the chains in football. Football teams run plays that are designed to move them down the field, eventually allowing them to cross the goal line and score. Their efforts are opposed by forces over … [Read more...]

Maybe you believe you sell a product. Or maybe you believe you sell a service. Or perhaps, you believe you sell something more complex, like solutions. Really, you sell only four things. You Sell Visions You sell an imagined future. You sell the story of how things might be … [Read more...]

There is an obstacle standing between you and success. It’s placed directly between you and that which you most desire. If you cannot overcome this obstacle, you will never have what you want. It’s impossible. If you can overcome this obstacle, whatever you want will be … [Read more...]

Mr. Farrington is at it once again. Last year, Jonathan put on a spectacular show with his 2010 Top Sales Awards. This year Jonathon and his team are expanding their award show and ceremony to include marketing, making it Top Sales & Marketing Awards. Last year, I was … [Read more...]