The buyer is doing massive research. Massive? No. Some surface level research? Yes. First, I ask you to reflect on your last nine or ten sales calls and see if there is anything that should cause you to believe that your prospective client is…Continue Reading
Archive for December, 2018
The reason to understand where a buyer is in their process is so you have an orienting generalization, some idea about where they are in the decision-making process. But because decision-making is often a non-linear process, you want a deep…Continue Reading
Sales is one of the few endeavors where so much of the focus is on results. We celebrate the results that we achieve, winning new business and reaching and exceeding goals. These things are worth celebrating. But the progress towards those results…Continue Reading
You missed your number. You didn’t reach your goal. It’s too late to do anything about it, and now you have real trouble. It’s a catastrophe of the first order. But this calamity was a long time in the making.
There was that one day when you…Continue Reading
Every day for the last several weeks, I receive an email or a message on LinkedIn or Facebook Messenger from someone who has read Eat Their Lunch: Winning Customers Away From Your Competition. Most of these notes are to inform me that the contents…Continue Reading