The Golden Rule in Selling

There is a golden rule in selling: “Spend more time with better prospects.” So, what are the characteristics of an ideal or “better” prospect? Below listed are 7.
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“Let’s See How Much We Can Confuse Our Customers!”

If we want to optimize our results, we can’t confuse our customers or channel partners. We have to design buying experiences from their points of view. The challenges it creates for our own organizations to achieve their goals is our problem to solve, not the customer’s or the channel partners.
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A Franchisee’s Transferable Skills

Do you dream of opening your own franchise business because you’re not happy with your job? It happens. Your boss might be driving you crazy. Your coworkers might be the reason for your malaise. Or it could be that you’re feeling suffocated because you’re not using your skills.
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Proactive vs. Reactive Customer Service

In preparation for a presentation to a client recently, I was asked to stress proactive vs. reactive service. They complimented their account reps on being very good at reactive, but saw the need to go to the next level and be more proactive.
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Funnel/Pipeline Games

The funnel/pipeline is a fundamental tool for sales professionals and managers. It’s the tool that helps us understand whether we are on target to meeting our goals. I spend a lot of time looking at funnels. I’ve seen all sorts of issues and potential games (inadvertent and purposeful) that are played with pipelines. I thought I’d spend a little time on a few of them.
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Rethinking Prospecting

What if instead of searching for people who want to buy our products and services, we decided to search for people with problems? Not just any problem, but the problems we solve?
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