Get Platform-Focused in your Business
One of the biggest changes I’m seeing in today’s marketplace is how quickly businesses are shifting from selling products to selling services. Companies understandably see huge potential in offering a …
Surprise Yourself by What You Know: Doing More with Your Client Database
We live in an age of abundance. Nowhere is this more apparent than in the amount of data available about the markets you sell to. Be selective. Measure items that …
Planning to Enter a New Territory: Set Realistic Timetables
In this series about entering new sales territory, so far we’ve talked about the importance of choosing your prospects and understanding the ground in that new space you’re thinking about …
Planning to Enter a New Territory: Understand the Ground
So far in this series on entering new sales territory, I’ve talked about the importance of choosing your prospects wisely. Your second step: understand the new market you’re looking to …
Planning to Enter a New Territory: Research Prospects to Align with Your Goals
Moving into a new sales territory is an exciting time for your business. Since you’re eager to capitalize on the fresh opportunities you’ve identified, it’s tempting to assume that the …
Beware of Your Decision-Making Blind Spots
The ability to make good decisions in a repeatable way is vital to your success as a leader of teams of people in sales. Too often, however, there’s a tendency …
Talking about my generation and yours: Everyone can do more with new technology
One of the most common ways we tend to define generational gaps today is by the way we think about technology and how we let it influence our lives and …
How NOT to Talk about the Competition
Last summer I received a text from a friend cursing my basketball team in the upcoming season. We had just lost a star player and my friend was dancing in …
Raise Prices Without Losing Customers
After three years of selling products and services at the same prices, your company decides a change is in order. It’s time to make a few price increases to better …
Your Secret Sales Force
“Buyers believe buyers first, the seller second and the business third.” This is a direct quote from a technology entrepreneur I coach and he is right. Testimonials have amazing persuasive …
5 Tips for Eliminating Negativity on Your Team
Negativity in the office can be a real business killer. I’ve seen good people and great teams erode rapidly because a single poisonous thought permeates the team. This crops up …
Pre-Interview: How to Identify the Best Job Skills and Traits
You’re interviewing a candidate for your sales team and things are going swimmingly. The person has a great personality and an impressive track record with long sales cycles. However, your …
