Category: Sales

You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach. It's vital that you have a…

One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are convicted about who you are, your ability to help produce better results, and the advice you provide them. When you are not…

By now, you know that you need to have real and valuable insights to share with your client as a way to create value for them. How do you know when and if the insights are on point and effective? Let the following tests guide the development of…

The question in my inbox was in response to a post titled, “Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective…

The number of people who wish to remove the relationship from sales doesn't ever seem to decline. I attribute most of it to the Silicon Valley ethos. It resembles your Uncle Enrico's get rich quick schemes by paying no taxes or the 8-Minute Abs…

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client's objections (which were unresolved concerns). The most popular theory now is to improve…

A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective clients. Recently, I have seen comments suggesting that one should not use cold calls to schedule a meeting but to qualify a…

Twenty-six weeks is a lot of time. That number multiplied by five working days minus six holidays gives you one hundred and twenty-four working days. That’s enough time to rack up a tremendous amount of accomplishments. The variable is what you…

There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious error. It forced me to operate on my back foot, defending, instead of selling on my front foot, playing offense and causing…

There aren't too many things more important in sales than gaining first meetings with your dream clients. Nothing happens until you can meet and explore change. This post is unlike my usual Sunday offering. Instead of my usual focus on personal…