Sales Activities
Customers Only See Part of Their Problem
In today’s complex B2B world, we know our customers struggle to solve their problems, along the way, perhaps searching for solutions to solve their problem. From the Challenger Customer, we know roughly 5.4 people tend to…
Customer Stuck? Not Moving Forward?
It’s a common lament among sales people: “I’m trying to close the customer, I can’t get them to move forward! They’re dragging their feet, they just won’t order!” Last week, with several clients, I was doing pipeline…
Tap Into the Power of Timely Sales Follow Ups
Recently in this space I shared two simple tips for increasing sales: Unless your prospect tells you directly to stop calling, keep calling, and See yourself as a doctor, not as a sales person. Today I…
Selling the Vision is Easier Than Selling the Product
I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have…
2 Simple Ways to Boost Sales in Your Small Business
It is often said that nothing happens until a sale is made. A corollary to that is if you make a lot of sales, a lot of things—and good things to boot—will happen. I’m not…
Numbers Make the Conversation More Interesting
Numbers are the bane of many sales people’s existence. Everyone wants to talk about numbers, but it’s far more fun and easy to talk about our cool products, the flashy features, and all the bells…
How to Get People to Take Action
Leaders often struggle to take action themselves, and so getting others to take action can be tough. Whether it be your hostess, a new consultant, your leaders or even yourself, understanding the steps on how…
Do You Really Understand Your Buyers?
Do you really understand your buyers? No matter what you sell or whether your buyers are purchasing your wares for themselves or on behalf of their company, you are selling to human beings, and they’re…
What’s the Problem with Demos?
Demos Sell! I was visiting a company recently, they had a full court press on doing demos. People were measured on the number of demos they were doing, they had created a contest around who…
The Problem with Pitch Decks
I’ve seen thousands of pitch decks. The vast majority are horrible. There’s the corporate vanity deck. It always has a lot of slides. Usually it mentions the customer name in about 3 places, on the cover…
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