Latest from The Sales Blog
This is a tough differentiation strategy to sell.
What this statement presupposes is that you have better people than your competitors. Somehow your company was able to acquire all of the good people available, all the real talent, leaving none…Continue Reading
Salespeople and their companies have trained their prospects and clients to expect a discount. In fact, I am writing this on November 30th, and some of you are getting all geared up to start “closing the year strong,” and by that you mean…Continue Reading
A funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, there was a lot of talk about the internet, social media, automation, and the merging of sales with marketing, with…Continue Reading
I am writing my third book now. This book is about competitive displacements, which is to say, how you take clients away from your competitors (knowing full well that they are trying to take your clients from you). Having spent three hours…Continue Reading
If focusing on your competitor would improve your sales results, it would be worth the time spent talking about them and the emotional energy invested. Your results, however, are not changed by this outward focus on what your competitor does.
There are a lot of people who believe that selling well requires that you paint a picture of a desired better future without sharing the challenges that it is going to take to make that future a reality. They believe that sharing anything that…Continue Reading
You have no control over whether the CEO you have been working with on a deal leaves the company to start a new venture of their own the week they were supposed to sign your contract. Nor do you have any control over the fact that the rest of the…Continue Reading