How to Create Greater Value

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If you want to move from transactional to consultative, here is where you start. Spend More Time in Discovery: Spend more time in discovery understanding your dream client's real needs. You want to understand the needs that they know how to express, and you want to understand … [Read more...]

Four Reasons Selling Is More Difficult Now (and what to do about it)

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You might believe selling is more difficult now than it has been in the past. And for many reasons, it is. Here are four big reasons selling feels more difficult and what you can do to make it easier. Latent Dissatisfaction: Your dream clients should be dissatisfied, but they … [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...]

What I See When I Watch the Super Bowl

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Two teams compete. Both teams know how their competitor will play. They know each other’s strengths and weaknesses. They will attempt to play their game and prevent their opponent from playing theirs. They will not try to play their competitor’s game in order to win; they don’t … [Read more...]

So You Want to Be a Trusted Advisor?

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Are you willing to tell the truth, even when it may cost you your … [Read more...]

Four Reasons Your Deal Dissolved (and what to do about it)

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Your Contact Leaves: Is there anything worse that developing an opportunity, getting it right up to the line, and then having your primary sponsor leave? Yes, there is. Your contact could be replaced by someone with different priorities or who is adamantly opposed to your … [Read more...]

Four Lies You Must Not Tell

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The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

7 Tests for Your Value Proposition

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. You want your value proposition to compel your dream client to take action? … [Read more...]

Why Can’t You Fail?

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One of the best salespeople I ever managed wasn't at all what you'd expect. She wasn't particularly attractive. She wasn’t gregarious, didn’t have any real sense of charm, and didn’t possess any natural charisma. No one naturally gravitated towards her--even though she was very … [Read more...]

Make This Go Faster

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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]