Stop Coaching Late Stage Opportunities (A Note to the Sales Manager)

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Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come across opportunities that are high visibility and high value. We want to win these “must win” … [Read more...]

Why You Hate Your Sales Force Automation (and what to do about it)

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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. Recently I dropped into a salesperson’s sales force automation to look at a … [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...]

How to Measure the ROI on Social Selling

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Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let's see how social stacks up. Your ROI on Activities What is your return on investment for sending a thank you card to a prospect that took your call or connected you with … [Read more...]

Respect for Your Prospect, Respect for Your Process

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Your dream client has expressed their wishes. They’ve told you what they want to do, and it decreases the odds of your winning. The challenge is that by allowing them to control the process you massively increase the odds of losing the opportunity. You must respect your dream … [Read more...]

Focus on the Right Targets

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The biggest and best prospects in your territory already have someone providing them with what you sell. They're completely satisfied. Okay, they're not completely satisfied, but they will tell you they are. Your biggest and best prospects, your dream clients, have had the same … [Read more...]

The One Right Answer

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There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking). If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find your dream client they're not … [Read more...]

You Are Stalled

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You Are Stalled You’re working a big deal through your pipeline. Things are going well–even better than expected. You have the ability to create tremendous value for this dream client. And they appreciate what you do and how you do it. If anything was ever a sure bet this would … [Read more...]

Your Problem Is Opportunity Acquisition

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The biggest challenge in sales today is opportunity acquisition. Period. Your dream clients are busier than ever. They are doing more with fewer resources than ever. They don’t have time to waste with salespeople that are not prepared to create value. Even though your dream … [Read more...]

Sales Opportunities as Labyrinths

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A sales opportunity is a labyrinth. It’s a series of decisions that you have to make. Some of the decisions you make move you closer to your goal. Other decisions lead you to a dead end. Some of the labyrinths seem to look the same. It can feel as if you’ve uncovered the pattern … [Read more...]