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business development
The power of repetition
Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs she knew – as in...
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Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target. How do you keep filling your new business pipeline, juggling activities, reports, administrative stuff, client relationships, and AVOIDING burnout? Considering the recent (various) reports that suggest nearly 7 out of...
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High Intensity Interval Selling
Last week I decided to try something new with my sellers. I recognize this look of exasperation when I ask my sellers about their latest selling activity: prospecting, pre-qualifying, meetings, et cetera. For Account Executives or Account Managers, making time for Business Development can be incredibly tough with all they have to get done in...
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avoid resuscitating a deal gone wrong
“Oh crap. Is it too late to resuscitate?” Recently, a sales team found out the hard way that a client was pissed about something that happened several months ago. Unfortunately, they found out because they are being shut out of an enormous opportunity. They were coming at the opportunity from several angles with several divisions....
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Top 4 Sales Challenges
What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and instant communication, that’s not so...
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Does this sound familiar? The last several years have been pretty good. Successful, even, in the arena of sales. Strong economy. Low unemployment. Customers have been buying. You’ve competed to keep your customers. Service them well. Then, out of the blue, COVID-19. A global pandemic blows up your business base. Everything is on hold. The...
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Making the transition from FIELD SALES to Work At Home Inside Sales
So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...
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New Year New Focus_Sales Skills Building
What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “Session Notes” pile. It’s the colorful print outs of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua (I love my colored...
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Leaving the door open for your competition
Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses – especially if the loss is an existing account and it came as a shock. This has happened to me when I was an account executive and I see this often when I...
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Disrupt Buyer Expectations
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM. Disruption. Want to get someone’s attention? Disrupt patterns AND their expectations. Our brains are, say it with me now, FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what...
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