You want to sell your dream client what they want to buy. Getting this right makes it easier to win your opportunity. It is also faster than selling them something that they haven’t expressed an interest in buying. But selling your client less…Continue Reading
Archive for May, 2012
Your product, your service, and your solutions are important to competing and winning. A great offering and a great value proposition are critical to your success. Without a great offering, your team can't easily compete and win. But a great…Continue Reading
Recently I had lunch with a young salesperson. This salesperson’s manager doesn’t really care about him—or any of his other sales people. When we first talked about this young salesperson taking this job, his first job in sales, I wanted him…Continue Reading
I missed my anniversary. Yesterday marked my 1,000th post.
The first post here is dated January 24, 2009, but I started writing in earnest on December 28th of that same year. Since then, I have written a post every day, with the exception of 13…Continue Reading