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Buying Committee
11Discovery Questions for that First Sales Meeting
I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented – as a verb. From a psychological frame of reference, I try to use “Selling” as often as possible to...
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11Are you Afraid to Take your Sales Vacation?
As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to hyperventilate or get all crunchy when it comes to YOU taking time off for vacation. What happens if that elusive buyer is FINALLY ready to roll when you’re out and...
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11Unstick your Pipeline with these 3 Key Questions
Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can be boiled down to...
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11will you be replaced by a robot
Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer – such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to driving in your...
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11packing self sabotage, buyers don't need your baggage
Last week I was working with a business owner on her sales process. She had engaged a prospective new client and we were discussing the next steps to close this large opportunity. She was nervous, understandably, and she really wanted and needed this account and all the working capital and credibility it would bring. In...
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11what matters to buyers
In the last post, we talked about how to make your sales presentations better – improving the focus of the content and delivery. This week, using more examples from our clients, we present a more specific context of your proposals – a mistake that’s made quite often when we listen to sales pitches which is...
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