Sales Activities
5 Simple Steps to Easy Sales Forecasting
Let’s suppose that your business experiences a 10% increase in customer orders in the upcoming three months. To take advantage of this opportunity, you might need to order more supplies, introduce changes to your work…
5 Important Variables That Affect Retail Business Success
Anyone who has ever run a retail business knows that it can feel a little (or a lot) like a roller coaster. There are so many different factors that go into overall success of a…
Product versus Solution Selling
It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is…
Sales Agility and Adaptability
A few of us have been having a conversation about whether adaptability and agility are important in sales. I think we are in uniform agreement it is important, however, my initial reaction was, “Why are…
15 Things Every Salesperson Needs to Know About Marketing
Marketing is a crucial part of the sales process. How will your potential customers know how amazing your products and services are if you don’t tell (market) them about it? To market your products and…
Do Customers Really Want a Frictionless Buying Experience?
It seems to be fashionable to talk about creating “frictionless buying experiences?” I suppose the concept draws readers, perhaps it’s an extreme expression of removing barriers to the customer buying process. But does the concept…
Nuance So Subtle We Often Miss It
Nuance is important to our ability to connect with impact to our customers and our people. Yet, too often, we miss it, or completely ignore it. Let’s start with what nuance is: 1 :a subtle…
Script Your Home Show Open for a Powerful Start
If you don’t script the show open you are missing an opportunity to connect with your audience from the get go! First impressions are important during your show, just like they are when you meet…
We Claim to Be Data-Driven, Yet We Ignore the Data
Recently, I heard someone say, “We claim to be data driven, yet we ignore the data.” Nothing could be more true of much of what I see in the practice of sales and marketing. We…
An Alternative to High Pressure Selling
We’ve all been subjected to high pressure selling tactics. We see various forms of these high pressure or manipulative tactics, whether it’s the high pressure sales person focused on pitching products, the sales person that keeps…
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