Sales Process

Confusing Cost for Price can be a big mistake when selling to customers.

A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the...

Stop Wimpy Follow Up and Move Sales Opportunities Forward!

I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly....

How to Avoid the Burnout of Perpetual Prospecting

Every December in Memphis, TN, thousands of people descend upon downtown to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k,...

Helping vs Selling: The Modern Sellers Creed

There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their...

5 Ways to Give Buyers a “Sneak Peek” of Working with You

It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get...

Pay Attention to Your Intention – Increase Results and Sales

Here is another one of those blogs where the Universe has conspired to bring a topic to light. I’ve been on a campaign to move...

3 Seller MUSTS for Effective New Business Development

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this...

Get Feedback Like A Rockstar (and Be a Sales Rockstar)

Normally, feedback on a stage is a terrible, annoying thing. Audio feedback occurs when a sound loop exists between an audio input and an audio output....

The WHACK-A-MOLE Sales Strategy – Leaves You Tired and Broke

NOTE: This is an update to the WHACK-A-MOLE Business Strategy post from several years back. I work with both business owners and their sales teams...

Be a Conduit and a Connector: HELPFUL to prospects, buyers, and customers

What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest...

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