There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your…Continue Reading
There is almost nothing that reveals as much about a salesperson’s overall effectiveness as does their client list.
Effective Salespeople: Clients are Harder to Win and Make an Impact
When you review effective salespeople’s client lists, you…Continue Reading
A friend recently asked me what has changed in sales. The aim of his question was to discover what new ideas would lead to an increase in his company’s sales. I know he wanted to talk about the impact of social media and sales 2.0. But that…Continue Reading
How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to…Continue Reading
Yesterday I received a letter from my insurance company informing me that as of May 21, 2010, my backup sewer and drain coverage would be removed from my homeowner’s policy.
During a torrential downpour last year, I was unfortunate enough to have…Continue Reading