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...]

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...]

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...]

Five Reasons Your Opportunity Stalled

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The best way to deal with the stalled opportunity is not allow it to stall in the first place. It’s much more difficult to restart a stalled opportunity than it is to take the actions necessary to keep it moving through the process. Here are five common reasons that your … [Read more...]

What You Need To Believe

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Believe that you can win. That you can still win. That you are playing the long game. Believe in your product, your service, and your solution. Believe it is the right choice for your clients and that it will benefit them. Believe that your clients will be made better. Believe … [Read more...]

Don’t Let Them Change You

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There are many good reasons to turn down business that you could win. But the most important reason to turn down business is when taking it would mean unintentionally changing your business strategy. Some sales organizations end up changing their strategy to lowest price without … [Read more...]

A Lack of Business Acumen on Both Sides

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Salespeople need to be good business people. Why? Because business acumen is the new sales acumen. You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your … [Read more...]

Sell Your Higher Price From In Front

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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. The last thing you want to do is to defend your pricing after it comes under … [Read more...]

The One Right Answer

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There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking). If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find your dream client they're not … [Read more...]

You Are Already An Expert At Writing a Value Proposition

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You are already an expert at writing value propositions. Over the course of your lifetime you’ve written thousands of value propositions. Well, to be honest, you didn’t actually write these value propositions. But rest assured, you did create value proposition. Let’s look at … [Read more...]