In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier,…
As much as we have come to describe the sales conversation (or buying process) as linear, it is nonlinear. Our slide decks that show pictures of boxes that start on the left side with target, finishing on the right with the sale complete. Deals do…
It starts with an email. Well, not really an email from you, but an email from marketing made to look like it was from you. That email ended up in a spam filter, and your prospective client deleted it, along with a few more that looked a lot like… Continue Reading
Right now, there are countless digital tools available, many of which are useful for effectively managing your work, none of which replace the need for you to sell effectively, to occupy the role of peer and trusted advisor, and none of which… Continue Reading
This post was originally posted on LinkedIn. I posted it here so that I would always be able to point to it on a site that I control. The comments live there, too.
It’s likely that your sales process is broken. It probably isn’t producing…
Earlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe…
After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what?
Do you know how to qualify those leads, ensuring that you are spending your time with the…
Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you…
Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length…
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