Archive for January, 2020
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales.…Continue Reading
There is work you need to do now that you are not doing. You are avoiding this work because it isn’t the work you want to do. You procrastinate and busy yourself with the tasks and distractions you prefer, leaving the unpleasant but necessary…Continue Reading
One of the more challenging commitments you must gain in sales is the commitment for time. To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a…Continue Reading
Dear Salespeople That Straight Pitch Me,
While I consider you my sisters and brothers, we need to talk. Every day, you fill my inbox and my LinkedIn inbox with notes straight pitching me what you sell. No one wants you to succeed in sales as much…Continue Reading
Price is always going to be a factor your prospective client considers when deciding whether to buy your solution. What gets lost in the sales conversation around investments is the higher cost that results from accepting a lower price.