Sales Activities
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…
Solving the Customer’s Problem
Yesterday, I had one of those “Aha” moments. I realized that much of what I’ve been talking about for years has been wrong. Well not completely wrong but off target enough to be significant. I’ve…
3 Ways to Get Your Product in Stores and in Front of Buyers
Does your small business sell a product or service that needs to get in front of a larger audience, or find its way into more stores? Maybe you’re trying to sell it online right now,…
Closing the Sale
Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely…
How to Plan the Most Effective Sales Coaching
The vast majority of sales talent is usually developed in the field, since very few people are able to learn sales techniques simply through education. As a result, most businesses realise the importance of good…
Critical Selling Skills That Distinguish Top Performers
Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few…
No One Wants to Be Sold
Here’s a truth we seem to want to ignore—no one wants to be sold. Ever. Think about some of your favorite stores. Beyond the merchandise they have, what do you love about going there? Odds are…
Don’t Focus on Sales Velocity, Focus on Buying Velocity
We spend a lot of time seeking to increase pipeline velocity, compressing sales cycles, and focusing on sales velocity. We are constantly driven to move faster. Sometimes in moving faster, we pass our customer and…
What Stops Customers from Buying?
No sale is really complete until the product is worn out, and the customer is satisfied. ~L.L. Bean The key to running any business is having customers who want to buy your goods. Convincing a…
Gift Cards: From Last Minute Gift to Best Seller
Once upon a time, you would buy a gift card as a present if you were short on gift ideas. It was generally a last minute thing, and it was convenient for a person short…
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