The Sales Blog
Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]
For God's sake can we please stop talking about sales like it's 1954? Don't you cringe when you hear people say things like "People don't want to be sold? Is it really your experience that salespeople are walking into their prospect's doors spraying and praying? I'd have an … [Read more...]
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]
One of the things that makes it difficult to win back a client you lost through no fault of your own is that it can be embarrassing to bring you back. No Fault of Your Own Sometimes your clients buy the lie that they can get better performance at a lower price. Sometimes … [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. Your client’s contract is up. You need the renewal. But your client is … [Read more...]
Leaving A Trail of Negativity Behind You