Your Dream Client Is a Generalist

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Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client … [Read more...]

This Is the Paradox of Insight

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The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send … [Read more...]

The Real Proof Provider

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Case studies. ROI analysis. Client testimonials. A slick full of logos. Third party validation. References. Awards. Years in business. Number of locations. Global footprint. Press releases. Any and all of these can be useful proof providers. But it depends on what you are trying … [Read more...]

You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

Hold On There Challenger

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You’ve got the business acumen and situational knowledge to know how to make a difference for your clients. In today’s vernacular, you have insights. Maybe you want to be what Matt and Brent call a Challenger (and no doubt, your executive vice president of sales is desperate for … [Read more...]

Salespeople Are Becoming More Valuable

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Today, Andy points us to this idea. And my inbox today contains an email that says, “I am one of four salesmen in an organization that hates the thought that we might come close to coming across as ‘salesy.’ As a result of these good intentions, we neutered the sales-team to a … [Read more...]

A Lack of Business Acumen on Both Sides

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Salespeople need to be good business people. Why? Because business acumen is the new sales acumen. You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your … [Read more...]

How Theory and Practice Are Different (A Cautionary Tale)

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My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to advance in his trade and become a supervisor, Tommy began taking classes at the community college. One class happened to be about ordering stone for the … [Read more...]

You Are Teaching. But Are You Also Learning?

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One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

Little Hinges Don’t Swing Big Doors

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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. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]