Most of us work in businesses that require us to win clients who are already working with our competitors, something we euphemistically refer to as a “competitive displacement.” It can be difficult to win your dream clients, and you can easily…
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I am unaware of any sales organization or salesperson who believes they can execute a “one-call close” in a complex sale, though I do believe there must be a few. I don’t believe that I have ever witnessed a salesperson try to close a complex…
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There is a particular disposition some people possess that causes them to shift their focus, regardless of their role, from proactive to reactive. There are all sorts of benefits for holding this disposition, many of which are psychological,…
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You are unhappy with something at work, some policy, some recent adjustment to your strategy, a change in the compensation plan, or something that you might interpret as making your job more difficult. Maybe it’s worse, you have long-existing…
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At one point in my career as a sales leader, I commissioned a designer to create a slide deck about my company. Naturally, the slide deck started with my company’s history, the many awards we’d won, the logos of the well-recognized companies we…
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It would be better if these words, outcomes really, were reversed. If you could get the end, and then contribute more, without having to do the work required of contribution, as the final two-word pairing is how you will measure success in the…
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The sales manager was speaking to his young business development representative about his results and his activity. The results weren’t there, and the activity was low, and certainly lower than the sales manager expected. When the sales manager…
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There are a lot of questions about the trends analysis and implications framework in my third book, Eat Their Lunch: Winning Customers Away from Your Competition. One of the most frequently asked questions is, “What trends and implications do I…
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