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...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

The Death of the Economic Buyer

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There is no longer an economic buyer. Just as the power sponsor has been replaced by power sponsors (plural), there are now economic buyers (also plural). Every stakeholder is responsible for a line on the profit and loss report, is being asked to make a greater financial … [Read more...]

How You Sell. How You Buy.

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Any time that you make assumptions about buyers, ask yourself if that assumption is true about you and the way that you would buy. If you were your buyer, how would you want the salesperson charged with winning your business to approach you? Would you want a spam email in your … [Read more...]

Episode 26 – On Training and Development with Dave Stein

Dave Stein is the founder and CEO of ES Research. Dave is the world's foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to … [Read more...]

The Only Seven Responses to Any Question

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Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them through the lens that is professional selling. Yes The perfect answer. The one, most hoped for, and best of all responses. What do you want to hear when … [Read more...]

Are You Really Negotiating?

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Countless. That’s exactly how many times I have been told by sales managers, sales leaders, and entrepreneurs that their salespeople need negotiating training And who couldn’t benefit from more training in negotiation (especially in this Disruptive Age, when prospects want to … [Read more...]

Episode 23 – RSVP Selling with Tony Hughes

My friend Gerhard Gschwandtner introduced me to Tony Hughes. We recorded a video together. Then Tony and I connected using the social channels and old-school email. I had to fly through Sydney for a speaking engagement, and Tony picked me up the airport and took me to … [Read more...]

Your Client’s Value Lens

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Your dream client views the world through their own lens. They see the world through the framework of their industry, their business model, their own business, their challenges, their opportunities, and their experiences. The individual stakeholders within their company each have … [Read more...]

A Yes Is More Difficult Than a No

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Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.” You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start building that understanding in advance … [Read more...]

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