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...]

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...]

Always Be Closing

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I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right the way Rackham laid it out in the book. Now I am afraid it is exactly wrong, but only because salespeople are softer than ever and more afraid of any … [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...]

The 3 Levels of Sales Skills

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There is no way to succeed in sales without passing through three stages. First, you have to learn the fundamentals of selling. You have to learn to close, or gain commitments. Doing doing so also requires that you learn how to overcome objections and resolve concerns. You also … [Read more...]

8 Things You Owe Your Sales Force

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A checklist of things you need to provide your sales force. A Great Sales Manager who Leads: Every salesperson is owed a great sales manager to lead them. You should expect any salesperson who isn't provided with a leader to fail, and it will not every be their own fault. … [Read more...]

Social Is One to Many

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Social Media was once called Social Media Marketing because, when marketers grabbed hold of the tools, they recognized them as one to many. The battle over whether or not the tools are for community or marketing can be traced back to 1999, and I offer the best of all evidence, … [Read more...]

The Truth About Social Selling

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The truth about social selling is that there is no such thing. Social selling is really marketing. You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients. It’s about listening to your dream … [Read more...]

What Are You Known For?

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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales … [Read more...]

5 Reasons Your Prospect Doesn’t Buy (And What To Do About Them)

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Yesterday I had a Facebook chat exchange with my friend, Chris. We were chatting about why people who know they need to change don’t buy when what is being sold will help them. Here are five reasons your prospective clients don’t buy and some ideas about how you can better serve … [Read more...]