The Sales Blog
It easy to fall into the trap of believing that there is nothing you can to do win a deal after you have presented your solution. You want a favorable decision from your dream client, and you know you faced stiff competition. But the race isn’t over until someone crosses the … [Read more...]
Week One | Study the Iron Laws of Success: There are common attributes that all successful people possess. By reading, studying, thinking about, and applying your efforts and energies towards improving these attributes in yourself, you can become more successful at sales (and … [Read more...]
Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes necessary to improve their odds of winning the deal. The stages of most sales processes include things like ensuring that you have uncovered the … [Read more...]
This one is going to sting a little. Actually, a lot. Today I had a telephone conversation with Jeb Brooks of The Brooks Group. Our conversation turned to Sales 2.0 and whether or not those who believe that Sales 1.0 is going to be replaced by Sales 2.0 are indeed … [Read more...]
It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to overcome their problems or capitalize on their opportunities. But the first thing your prospect has to buy is you. You are the solution! Buying You: … [Read more...]
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in the foundational success attributes and the foundational sales attributes. The more you gain in these competencies, the more your confidence … [Read more...]
In my senior year of high school, I was required to take a class called Principles of Democracy. The class was an American History class, and it included material on the formation of the United States, as well as the principles and formation of our government. I was seventeen … [Read more...]
On Dissatisfaction Dissatisfaction is the key to creating and winning opportunities. It provides the reason your client will change, it provides the motivation to change, and it creates a context for the presentation of your solution. This is no great secret. But many sales … [Read more...]
Chasing the Dream (Client) I had chased a major dream client through their prior two RFP processes. This company was perfect for my company’s solution and, based on all of the information I had gained from their stakeholders over the years, I knew we were the right fit. This … [Read more...]
I Want to Rock! I never wanted to work in sales. In fact, to say I hated salespeople wouldn’t have gone far enough to describe my loathing. I moved to Los Angeles to front a rock band. But, events conspired to send me in another direction. My day job was as a service … [Read more...]
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