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...]

How You Fail In Sales

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Selling is difficult. It's easy to fail. Here are some the way you can fail. Failure to be known: You aren’t going to succeed in sales if you aren’t known. Unless people know you and what you do, you're not going to create the opportunities you need to succeed. Failure to … [Read more...]

7 Great Reasons to Disqualify a Prospective Client

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You always try to be everything to everyone. - Everclear You aren't everything to everyone. And they aren't everything to you either. You have limited time: You don’t have enough time to call on--or win--every prospective client you might serve. You have to ruthlessly … [Read more...]

The Truth About Buyers

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Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider. Buyers are too busy to be bothered with salespeople because they already have as much information as the salesperson. Salespeople aren’t … [Read more...]

Go Ahead, Convince Me You’re Better

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The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than her competitor, a competitor that the prospective client had partnered with for eleven years. The prospective client wasn't really interested in hearing how … [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...]

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...]