Having Too Many Choices Can Cost You Plenty
Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And …
Close 12 Times More Sales than Your Competition
Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part …
4 Buyer Types – Ignore Them at Your Peril
"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that …
Unsticking What’s Stuck
Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. Stuck deals aren’t just …
Engage Without Stalking
As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you …
Take Care of You, Take on the World
You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. Eat a greasy meal …
The People Vector in Sales
We all know the marketplace has changed dramatically in the last five years, including how, what, where and when people buy. We see proof every day that businesses are increasingly …
Be a Stand-Out Seller: Method 3 – People
There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other. First, you can …
Be a Stand-Out Seller: Method 2 – Process
So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any …
Be a Stand-Out Seller: Focus on Product
Top-ranked sellers who work in crowded markets—especially in industries where the products or services are commodities or hard to distinguish from each other—can teach you a lot about how to …
Reduce Labor, Increase Sales
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. …
Sales Geek Hero: Activated!
In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers …
