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 …
There is No Such Thing as an Ideal Buyer | Sales Strategies
You no longer have an ideal buyer. You have to throw out the notion that there’s a single person inside your organization that makes the buying decisions.
Future Proofing Your Sales Career
I’m rarely lost for words, but this provocative question at last night’s Enterprise Sales Forum in NYC caused me to pause for a few minutes: “What does the fact that …
How to Get Past Gatekeepers
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend. In my latest workshops and training working with top sales performers, one issue that …
5 Steps to the Perfect Solution Presentation | Sales Strategies
There comes a point in every sales cycle where you have to present solutions to the client and I often get asked how to do this. Here is my presentation process for you …
Don’t Plan, Learn by Doing
Last year, I was at an extended leadership team meeting for one of my best clients. We introduced a quick concept to his sales managers around account management and proper …
Before You Promote Your Best Seller, Know This!
A key distinction between top sellers and top sales leaders is that top sales leaders must be excellent team players, whereas top sellers do not. Leaders must be team players. Why? Because …
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 …
Quarterly Business Reviews Aren’t Just for Clients | Sales Strategies
Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key …
Host Live Events, Grow Your Sales
Everything old becomes new again… Have you heard of that saying before? I bring it up because it’s true, especially with an “old” lead generation practice which is turning into …
Could Your Sales Team Need to Break Down?
Your sales team could be too isolated! A couple of years ago, I was working with an organization and we brought their entire sales team together in one room. One …
Facebook Live Video: Failure is NOT an Option!
I’ve been inspired by the athletes at the recent Winter Olympic games in PyeongChang. Their grit, tenacity and their ability to perform under pressure are all takeaways for sellers.
