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...]
I am always interested in reading your feedback and your comments to my thoughts and my posts. I received a lot of comments, emails, and links to my post on how not to sell on price. This comment from Ghassan Alkhlout popped up in my email from one of the groups I subscribe to … [Read more...]
It is your job to discover your dream client’s dissatisfaction (at least if you want to win the deal it is), to discover the ground truth, and then to develop a solution that helps them produce a better outcome. But the presenting problem isn’t always the real problem that … [Read more...]
This is a short post about self-discipline, the Master Key to Sales Effectiveness. Read it with an eye towards how you spend the rest of your day. Let a it motivate you a little bit. Your Company Your company is counting on you to identify the new business that they need in … [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...]
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...]
We work in crowded marketplaces. Even after the recession wiped many companies from the face of the earth, it is more than likely that you still compete against a lot of companies with very similar offerings. It is hard to differentiate yourself and your offering, and your dream … [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...]
Meet the New Boss Very early in my career in sales, I had a sales manager who, without meaning to, taught me a lot about sales. After I was hired, she marched into my office with one of her minions, and she dropped to small stacks of paper on my desk. The first stack was her … [Read more...]
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