What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect…
Continue Reading
For a very long time, salespeople have been taught to start sales presentations with their company's story as a way to gain credibility with their prospective clients. Most of the slide decks provided by marketing departments and sales enablement…
Continue Reading
We tend to think of selling as something one does, as a profession, a set of actions. We believe that anyone motivated to learn to sell can do so, and put our faith in sales processes and methodologies to produce a repeatable result. Now, because…
Continue Reading
Some salespeople still open the first meeting with a prospective client by sharing their company’s history as a way of establishing the right to be in the room with a decision-maker. They’ll also share the company’s locations and the names…
Continue Reading
Every day for the last several weeks, I receive an email or a message on LinkedIn or Facebook Messenger from someone who has read Eat Their Lunch: Winning Customers Away From Your Competition. Most of these notes are to inform me that the contents…
Continue Reading
Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to…
Continue Reading
In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they…
Continue Reading
My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model…
Continue Reading
Electricity follows the path of least resistance. So does water. And so do too many salespeople.
Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they…
Continue Reading
