Your Sales Process or Methodology Is Broken

alt text image of a broken bridge

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!

alt text image of a pawn being moved between stages

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

alt text image of a person offering a red pill or blue pill

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

alt text image of the number 30

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

Alt text image of man removing a blind fold

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

alt text image of a squirrel with it's cheeks full

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

alt text image of an image of funnel

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

alt text image of a man pushing a stalled car

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...]

Now That We’ve Won Your Business, I’d Like To Learn A Little About You

alt text image of man who is shocked by his discovery

I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting. What? When we have the kick off meeting? You're probably wondering how the … [Read more...]

Build Great Salespeople

alt text image of businesspeople creating something with gears

I had an interesting email exchange with two people I trust and admire very much. It was about my Sunday newsletter (you can sign up here). They were concerned about last Sunday's newsletter, in which I had written about the two most important factors when it comes to sales … [Read more...]

Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »