How Long Does It Take To Win?

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It takes time to nurture and develop your prospects. It isn’t easy to be known for the value you create or to prove you have ideas. The longer it takes you to prove you have the ideas and the ability to help, the longer it takes to create and win an opportunity. It takes time to … [Read more...]

If You Were An App

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If you were an app that your dream client could use to help them with a buying decision, what buttons would you offer? What’s Missing: The what’s missing button might help your dream client understand how they might do something better. It might help them see what new results … [Read more...]

Your Sales Process or Methodology Is Broken

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Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients. Here is what I know to be true: Nothing … [Read more...]

Do This And Win. Don’t Do This And Lose!

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Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager. Do This And Win Your sales process is simply the collection of things that you do that lead to a won deal. It outlines all of the steps between … [Read more...]

Choosing Your Sales Process Instead of the Buyer’s Process

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Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

On Latent Dissatisfaction and Dissatisfaction

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The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change. Your prospective clients have plenty to be dissatisfied about, but they may not yet be aware of how … [Read more...]

Before You Take Another Bite

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Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for months. About three months. The year … [Read more...]

What the Problems In Your Sales Funnel Reveal

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You can find sales problems by looking into your funnel (or pipeline, if you prefer). Top of the Funnel Top of the funnel problems are easy to identify. If you look at the value of your pipeline and the number doesn't change from week to week, you are staring down the barrel … [Read more...]

Five Reasons Your Opportunity Stalled

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The best way to deal with the stalled opportunity is not allow it to stall in the first place. It’s much more difficult to restart a stalled opportunity than it is to take the actions necessary to keep it moving through the process. Here are five common reasons that your … [Read more...]