Lots of technologies can help you produce better sales results.
What if I could offer you a technology that would double your sales results? What if this technology could, if used, double your personal productivity? What if this technology could…
Continue ReadingA week ago, Andrew Rudin at Customer Think posted a thought-provoking article titled Seven Sales Topics That Need to Die. And Seven That Need to Be Heard. He was riffing on Amber Naslund’s 9 Social Media Topics That Need to Die. Maybe my piling…
Continue ReadingThere are all kinds of ideas about how you should open a sales call. Some people believe that you need to build rapport before you focus on the purpose of your call. Others believe that you should save the rapport building until the end of the…
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I bought the iPad about three weeks ago, hoping that it would be a device that fit soundly between the iPhone (which is an awful web-browsing and content creation experience) and a laptop (which is cumbersome to carry, especially in business…
There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your…
Continue ReadingHere are five more proven ways you can avoid all of the pressure of finding yourself in the top 20% of salespeople. Add these to the original eleven.
If these people can’t help you get what…
Continue ReadingThe idea for this post has been on my mind for months but has never made the editorial calendar until yesterday. Yesterday, my friend Jim Keenan wrote a post about his experience with his electric company. I won’t retell the story here; I’ll let…
Continue ReadingEveryone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. You know this as a salesperson because you are winning your competitor’s at-risk clients.
Do you want to create loyal…
Continue ReadingThe first rule of nurturing your dream clients is to treat them as if they already were your most important clients. Treat them as if helping them to achieve a better business result was already your responsibility.
How do you treat your most…
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