Archive for February, 2021
There are always going to be more demands on your time than time to meet them.
Success and productivity require that you establish and spend time on your priorities.
Tighter filters provide more time for what’s important and… Continue Reading
Sometimes helping your client requires that they change their conditions, especially when the problem cannot be solved by changing solutions or partners.
Being consultative requires telling the truth about change, even when it… Continue Reading
The tendency to pitch your product and your company causes you to talk too much, hoping more words will convince your client to buy from you.
Your prospects are not trying to buy a product or a solution: they are trying to… Continue Reading
There is a tendency to over-optimize in order to create the perfect sales scenario.
Much of the thinking behind optimization treats the sales conversation like an assembly line, ignoring its dynamic, nonlinear nature.
While… Continue Reading
Velocity is the time it takes to win a deal once you create it.
Velocity is limited in value because its measures don’t include the time it takes to create a deal.
You can improve velocity by professionally pursuing… Continue Reading
The type of recommendations you make indicates the value you create for your clients and your ability to differentiate and create a preference.
Because most salespeople sell at the same level, the value at that level has been… Continue Reading
Your solution can be constrained by what your client can afford to spend.
Limit or expand your solution design based on the client’s investment.
Moving the investment conversation forward helps you dial in a solution the… Continue Reading
A good deal of onboarding gives sales reps inaccurate ideas about what is most important for their success.
Better onboarding is the key to a fast start and successful reps.
Your onboarding should establish what you believe is… Continue Reading
Some sales organizations have sliced up their sale roles, believing that they are increasing efficiency.
Clients generally don’t find being qualified a valuable experience.
To create value in early sales conversations, start… Continue Reading
You can’t be a great business advisor if you know nothing about business.
If you have the chance to participate in a small business, the experience will make you a better businessperson.
You should spend time learning from… Continue Reading