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Sales Process
How do stories help you sell more-customers
As sellers, aren’t we always looking for an easier way to talk to buyers? We’re looking for easier conversations. Looking for ways to relate and be relevant to our customers. We’re trying to find ways to make people WANT to listen to us amongst the crowded field of our competition and the thousands of messages...
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've got fake sales reps on your team
Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the WORST TV station in the market. We had to really hustle and get mega creative to earn our customers...
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Hail Mary-Sales-Mentality
“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the disappointment when they say it...
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Afraid of being too pushy-sales-prospecting-sellers-cold calling-social selling-voicemail
I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with sales people that have a bulldozer mentality. They’re not afraid to run over...
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Sales Program Check Up
You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals . . . or not, how do you measure the health of your sales program? Sales results are one indication of how...
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More Pre-Qualifying-Less Guessing-How Sellers Spend Their time
On a recent interview by Paul Watts for his show Sales Reinvented Podcast he asked me “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think of all the thousands...
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Sales Silence is deadly-Productivity-Wrong Hires-Leadership-Sales Process
I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues . . . but one that loves a good...
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Execute-sales-strategy-badass
It’s a brand spanky New Year. As most people are, you’re probably pumped to put the (dumpster fire?) that was 2016 behind you. The New Year always feels like a clean slate – full of promise and possibilities. Many of you may have plotted out budgets, planned expenses or set goals and perhaps cemented your...
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go-to-market-strategy-sales-program-marketing-blueprint-small business-entrepreneur-sales process - customer perspective- selling-value
Many businesses in a B2B channel get their start by filling a need or having a solution that provides a jump on the market. Or maybe, you, as the owner, took your experience and started your business with a front loaded customer base that followed you. However your business got started, there comes a time...
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close-sales-faster, remove the obstacles, Closing sales, funnel progression, sales process, buyer process, buyer journey, value, strategy, obstacles, The Pipeline blog, Single threaded, advance, pipeline,
I am constantly looking around, trying to identify the “selling” moments that happen in everyday transactions and interactions – big and small. Trying to articulate the good, the bad, and the really terrible, because most selling exchanges are not clearly defined moments that each party is privy to – rather, they are small, natural communications...
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