Are You Commoditizing Your Customers?

Everyone understands the challenges of selling commoditized products. They are perceived as undifferentiated. In the customers’ and markets’ eyes, there is no difference between...

4 Elements of Great Presentations

Great presentations do not happen by accident! Whether it is a sermon at church, a keynote at conference or your party plan home show, good...

Are You So Busy Selling Your Product That You Won’t Win the Deal?

Don Mulhern published a brilliant post in LinkedIn the other day. I thought I’d expand on his ideas. I spend innumerable hours doing deal reviews. 95% go...

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’...

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