If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone's prospecting sequence.…Continue Reading
Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no competition, where you are a category of one.
At worst, be a big player in a class with very few competitors. The idea here is…Continue Reading
The prospect you are pursuing spends much money in your space. They use a great deal of what you sell. Always have, and always will. Winning their business will move you very close to reaching your goal, and they're engaged in the sales…Continue Reading
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
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.
Not too long ago, people believed the most significant changes in business-to-business sales were the internet and the social channels. Both the internet and social media were supposed to change sales forever, eliminating salespeople—along with…Continue Reading