Episode 41 – High Profit Selling with Mark Hunter

Price. If you’re in sales, it’s something you’re talking about or you must be giving something away for free. Mark Hunter joined me In The Arena to talk about how to win the sale without compromising on price. We discussed practical ways to shift the focus off of price in client … [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...]

Dear Client. You Are Wrong.

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The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way they want it). When you call a … [Read more...]

On Picks and Shovels

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My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model shows social networks, educating, … [Read more...]

A Note to Entrepreneurs on Leading Sales

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“How do I lead and manage a sales force having never had any sales experience?” I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should read to try to get up to speed as … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]

How To Keep People From Waiting Out Your Transformation

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You are leading a transformation. What you are doing is critical to the future of your organization. It’s strategic. You can’t afford to fail. You built the burning platform and you made the case for change. You sold that change with a massive meeting, and you threw down the … [Read more...]

One Loss Away from a Disaster

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Over time, no matter how good you are, no matter how much you care, you will lose clients. You will lose some clients through no fault of your own. You will be doing everything right, and they will change their strategy, eliminating the need for what you provide … [Read more...]

5 Rules for Nurturing Your Dream Clients

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If you want to win your dream clients, you have to nurture those relationships over time. You have to make the deposits that make you known and that make you known as a value creator. Here are 5 rules to help you nurture your dream clients without making the mistakes most sales … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]