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Home / Archives for Sales

Sales

The Real Future Of Selling, Not What You Think It Will Be

Oct 16, 2020 By Dave Brock

There seems to be wide agreement that the pandemic and related economic and social challenges we and our customers face, will change selling forever (and I think for the good.) The concept of “virtual selling,” seems to be dominating many of our conversations. Digital transformation, more broadly, covering selling, marketing, customer experience, and other parts […]

Filed Under: Sales Activities Tagged With: pandemic, Sales

Reinventing Selling!

Sep 28, 2020 By Dave Brock

The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. It has forced each of us to rethink, reset, and change. We all know that selling is changing profoundly. As much as some might wish that things get back to normal, we know that normal has […]

Filed Under: Sales Activities Tagged With: Sales

Avoid These 5 Common Startup Setbacks and Rebound Stronger

Apr 24, 2020 By Marty Zwilling

Most entrepreneurs are so convinced that they are the disruptive element, they fail to anticipate that unknown facts or events can and will occur to disrupt their own well-laid plans. While it’s true that there is no way of know specifically what might happen, you need to anticipate the worst, and actually build a Plan […]

Filed Under: Personal Readiness, Startup Tagged With: Marketing, Sales

Should We Be Selling During the COVID-19 Crisis?

Mar 30, 2020 By Dave Brock

The COVID 19 and related issues have brought about a plethora of “Should We Be Selling” articles. I’ve made my position clear in previous posts. But I saw a headline that caught my attention. Should we be selling? The answer is simply, “no”.  We should be humanizing. I was struck by this, not for what […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: COVID-19, Sales

Build Your Buying Journey Step by Step

Feb 18, 2020 By Drew McLellan

One of the staples of marketing is the ability to understand how a human being goes from never having heard of you to actually buying something from you, time and time again. In simple terms, it can be thought of as a sales funnel. But, that suggests a very linear, logical progression and if there’s […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process

Confusing Simplification with Simplistic

Feb 18, 2020 By Dave Brock

Both we, our customers, our markets, our worlds are getting more and more complex. We face rapid change/disruption, overwhelm/overload, risk/uncertainty, turmoil, constantly shifting focus/priorities/agendas. In the face of this, we struggle to respond, whether it’s to fix performance problems, address new opportunities, grow and expand. As leaders and business professionals, we must constantly seek to […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process, Simplification

How Does Your Customer Make Money?

Feb 11, 2020 By Dave Brock

Can you answer the question, “How does you customer make money?” By that, I don’t mean at a superficial level, like, “Well, dugghh, Dave, they sell stuff……” I mean really understanding your customer’s business. It includes things like: Who are their customers/markets? What drives success with them? How are those markets growing? How does your […]

Filed Under: Sales Activities Tagged With: Relationships, Sales, Sales Process

Always in Good Form

Feb 5, 2020 By Bob Burg

You’ve now learned the first two Feel-Good Questions as well as the “One KEY Question” that will separate you from practically everyone else. Here’s one more type of question. They (because there are actually four of them) are called “F-O-R-M” Questions and they simply provide additional questions you can ask that will deeply strengthen the rapport with […]

Filed Under: Relationships Tagged With: Relationships, Sales

The Art of the Bluff

Feb 4, 2020 By Dave Brock

I was stunned and appalled to read an article sponsored by a major sales publication promoting the “Art of the bluff.” The author was cautious to highlight the negative connotations around bluffing—the feeling of manipulation, the proximity to lying, and the knife edge a “bluffer’ must walk to avoid lying. Trying as hard as I […]

Filed Under: Sales Activities Tagged With: Ethics, Sales

The One Key Question That Will Set You Apart

Jan 29, 2020 By Bob Burg

Over the past several brief videos we’ve been discussing how focusing on the *other* person (whom you just met) through what I call “Feel-Good Questions” helps you to quickly establish yourself as a “person of value” in their eyes; a person worthy of getting to know better and having as part of their network. Now let’s amp […]

Filed Under: Relationships Tagged With: Referrals, Sales

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