What Success Is Not

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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. Success isn't easy. This is why a lot of people don't achieve the level of success … [Read more...]

How to Help Your Dream Client Justify Their Choice

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The buyer at your dream client wants to buy from you. They trust you, and they believe you care about them. They are confident that you are the right choice. But because decisions are emotional—and justified with logic after the fact—they can have a tough time selling you to … [Read more...]

If You Love Your Team, Protect Them From Nightmares

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My friend has a brand new client. Her new client is giving her a world of problems. This client’s employees are shockingly mean to my friend’s employees. They tell her employees that they are stupid and incompetent. They yell and curse at her employees. They make every complaint … [Read more...]

Your Client Didn’t Abandon You. You Abandoned Them.

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When you lose a long time client, it can feel like you’re being abandoned. You’ve stood together through what seems like a lifetime of battles and challenges, always finding a way, no matter how difficult. You had a relationship. Now it’s over. But it isn’t likely that your … [Read more...]

Influencing Rational Buying Decisions

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Some buyers use a spreadsheet to make purchasing decisions. They line up all of the potential vendors they are considering in the first row, and then they list all of the things they need down the fist column, the A-column. Then they fill in a score for each potential supplier … [Read more...]

Buyers Make Emotional Decisions and Justify Them Later

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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. Buyers don’t make logical, rational buying decisions. They make emotional … [Read more...]

Guerrilla Sales Development

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Great ideas are all around you. Steal them and make them your own. Steal Ideas from Sales Letters and Emails Don’t throw away the sales letters or delete the sales emails that are delivered to your inbox. Read every one of them before you hit the delete key or toss them in … [Read more...]

Avoiding Flavor of the Month Syndrome (A Note to the Sales Leader)

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One of the reasons so many sales initiatives fail is because they because they are never given the chance to succeed. It’s not that they are intentionally abandoned. It’s just that something new comes along and the important initiative that was sold to the sales organization just … [Read more...]

The Quality of Your Results Is a Reflection of Your Hiring

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The quality of your results in sales—or in anything else—is the quality of your hiring. If you hire well, you produce great results; if you don’t hire well, you don’t produce great results. Your results and your hiring are directly correlated. Hiring well means making one of two … [Read more...]

Assigning Meeting Homework (A Note to the Sales Manager)

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Have you ever held a meeting to update the sales force without a real agenda and ended up just taking care of some tired housekeeping issues? If you are going to take your team off the field, you have to make it worth their while. You wouldn’t want your sales team go to on sales … [Read more...]