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...]

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...]

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...]

It’s Not Your Closing or Negotiating Skills

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Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is negotiating or closing (these problems are relatively easy to solve compared to their root causes). Let’s look at both of the root causes. Unhealthy … [Read more...]

Three Must Have Reports from Your Sales Force Automation

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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. There are three reports a sales manager must be able to obtain from their sales … [Read more...]

Relationships and Competitive Threats

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I just received a note from a client with whom I have a great relationship. It reminded me of these stories, all true. The salesperson had a great relationship with her client. They spent a lot of time together, and they worked very closely setting up a solution that really … [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...]

The Death of Win-Win

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A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are left better off than you would’ve been without a deal. In my experience there is always a path that leads to a win-win negotiation. You might believe deeply … [Read more...]

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