Make Buying Easier!

As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations,...

Customers Should Care About Your Profitability

Too often, we succumb to price pressure—even worse, we lead with price, making pricing the center of focus of our sales efforts, then being...

The Customer Buying Process is Not About You or Your Competition

I’m tempted to paraphrase the old Carly Simon song, You’re So Vain. Too often we think our customers’ buying cycles are about us, at...

You Name the Price; I’ll Name the Terms

I admit that my dad taught me this when I was just a fifteen-year old kid starting a business and negotiating with suppliers for...

How to Handle 5 Common Sales Scenarios

The most successful entrepreneurs are great salespeople. Have you ever seen Steve Jobs, Elon Musk or Mark Benioff presenting in front of thousands of...

Rescuing Deals!

Each of us has experienced it, we’re struggling winning a deal. It’s an important one for us and for the company, we look for...

Are Your Sales Metrics Aligned with Your Business Strategy?

Not long ago, I spoke with a frustrated CEO. His company was doing OK, but somehow not meeting his expectations. Like many companies, the customers’...

Do You Rush Things?

There’s a ride at Walt Disney World called Rock n’ Roller Coaster. At the very beginning of the ride, the car you ride in goes from...

What We Care About vs. What Our Customers Care About

There is a huge chasm between customers and our own sales and marketing initiatives. This is nothing new, yet it’s what keeps us from...

Delivering Insight: What Happens Next?

The CMO and Sales VP were reviewing their latest programs to get their people delivering insight to their customers. They went through a series...

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