The Differences In Order Acquisition and Client Acquisition

alt text image of the word acquisition

There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be). Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales … [Read more...]

This Is the Paradox of Insight

alt text image of a road sign with an area pointing in each direction

The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send … [Read more...]

How to Work Your Sales Funnel

alt text image of a funnel

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...]

4 Reasons Your Deal Stalled

alt text image of a flat tire

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...]

If You Were An App

alt text image of a mobile app

If you were an app that your dream client could use to help them with a buying decision, what buttons would you offer? What’s Missing: The what’s missing button might help your dream client understand how they might do something better. It might help them see what new results … [Read more...]

7 Sales Management Mistakes You Can’t Afford to Make

alt text image of a man with his tie caught in a meat grinder

Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

Your Sales Process or Methodology Is Broken

alt text image of a broken bridge

Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients. Here is what I know to be true: Nothing … [Read more...]

Choosing Your Sales Process Instead of the Buyer’s Process

alt text image of a person offering a red pill or blue pill

Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]

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

alt text image of an early bird getting the worm

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...]

How to Plan Your Sales Week

alt text image of a green arrow light

You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]