How To Make Product Knowledge Training Effective

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When a sales organization has an opportunity to get their salesforce together in one place, they desperately want to give them product knowledge. This is a very good idea, but it is often executed in a way that makes it more likely that the salesperson will sell product instead … [Read more...]

The Differences In Order Acquisition and Client Acquisition

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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...]

Episode 34 – How to Make People Love You with Jeb Blount

Jeb Blount is the CEO of Sales Gravy, but he spends most of his time on the road training really large sales organizations. I just picked up Jeb’s new book People Love You: The Real Secret to Delivering Legendary Customer Experiences (I’ll now buy and read all of his books). Jeb … [Read more...]

Transact Me? Transact You!

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I bought a new telephone. I liked it so much that I bought a new tablet from the same manufacturer. But the tablet didn’t work with my cellular provider, so I called them. Within minutes, my telecommunications company had me up and running. But the next day I made a change to my … [Read more...]

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...]

Stop Competing Against Transactional Value

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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. If you are competing by creating a higher level of value, then you can’t try to … [Read more...]