Are Your Sales People Organizationally Savvy?

Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and...

6 Types of Testimonials to Boost Sales

Testimonials sell! Often new distributors think that they cannot have testimonials because they have not really experienced the business yet but there are many types...

Are You Selling What Your Customer is Buying?

I’ll jump to the bottom line, then retrace my steps. “Customers buy holes in walls, not drills.” Actually, they may not be buying holes in walls,...

How is Showcasing Changing Your Business?

Showcasing is yet another new wrinkle that the internet and mobile technology has brought to our culture. If you’re not familiar with the term, it’s when...

Encountering Resistance

My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe You’re Doing It Wrong. Make sure you read it. His article caused me...

Back to Presentation Basics: Presentation Building

So it’s you and your trusty visual aid on the stage, in front of a looking, anticipating crowd. You’re about to deliver a pitch....

Focus on the Customer Journey, Not Their Buying Journey

Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer...

When Less is More!

We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization. Just think of...

Is Cold Calling Contrary to Being a Go-Giver?

A reader recently emailed me the following: “Hi Bob, I love being in sales and want to make a difference. The company I just started...

How to Land Big-Name Contracts (Regardless of Your Company Size)

The secret to landing big contracts isn’t deeper pockets or more manpower—it’s getting prospects to trust you. Understanding this fact has not only helped...

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