Tag: consultative sales
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
The idea of "value creation" can be confusing. The word "value" itself can be nebulous, unclear. Value is also in the eye of the beholder; it is a perception. In sales, however, we can define "value creation" with some significant level of…Continue Reading
In boxing, the aggressor is on their front foot, driving the action. Even though boxing is different from many other sports, being on your front foot indicates you are on offense.
The opposite of being on your front foot is, naturally, being on…Continue Reading
Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a "high ticket closer," an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever…Continue Reading
In the past, a time when salespeople were taught to behave badly, you would have been taught several tie-downs that would inevitably lead you to close your prospective client (something you were doing to them, not for them, or with them). If you…Continue Reading
Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another way, shaping the lens through which your dream client views their business, their challenges, and their opportunities. The…Continue Reading