Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]

How To Create Compelling Content

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At Dreamforce, a member of the audience asked:“How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?” It’s an excellent question. How do you create compelling content? What do you do to bring attention … [Read more...]

What Is Not a Buying Signal

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There is a lot of confusion about what is a buying signal and what isn’t. LinkedIn A prospective client accepting your LinkedIn connection request is not a buying signal. The barrier for most people when it comes to accepting connection requests on LinkedIn might be lower … [Read more...]

After Inbound

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After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your time with the prospects for whom you can … [Read more...]

Counting What Counts

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You never produce results without activity. But you also never produce results without those activities generating a positive outcome. You can count the number of phone calls you make, but that’s only an indication of one part of your effort, your willingness to dial the … [Read more...]

How to Lose a Deal

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Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length process, give them what they want. … [Read more...]

How to Work Your Sales Funnel

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There is a reason to do work in a certain order, to plan your week, to be a disciplined “me manager.” You don’t always get to decide when you do some of the work that you need to do each week. Some clients need you to be available when it fits their schedule. Some prospective … [Read more...]

5 Reasons Your Deal Isn’t Closing

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Deal stuck? Here's why. It’s Still a Lead You don’t close a lead. You only close opportunities. The reason that you can’t (and won’t) close some of the deal in your pipeline is because they are still only leads. In order to convert a lead to an opportunity, your prospective … [Read more...]

4 Reasons Your Deal Stalled

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Here are four reasons your deals stall and some ideas about how to get them moving again. You didn’t do the necessary work in the early stages of the process. The value that you create for your dream clients happens early in the sales process and early in their buying … [Read more...]

How to Massively Improve Your Ability to Close

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I often hear sales leaders complain that their salespeople “can’t close.” But this is a presenting problem, not the root cause. Closing business is relatively easy and straightforward. You simply say something like, “I believe that we’ve done enough together to move forward. Can … [Read more...]