Guess Who’s Not Coming to Dinner?
I’ve often said to B2B sales audiences “If they can’t find you, they won’t buy from you!” This is why I embrace a ubiquitous marketing approach for sellers. (Chapter 3-4 in Nonstop …
3 Warning Signs of Who NOT to Hire | Sales Strategies
Today, we’re going to go over three tips that will help you in your interview process so you know which candidates you shouldn’t hire.
The Secret to Guaranteed Sales
Want to dramatically increase your results? In this video, I share a secret that I really never talk about in public, but something I do with my clients frequently. Curious …
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 …
They’re Back! Live Events… | Sales Strategies
Someone once said that everything old will become new again eventually. Recently, I read some research in Forbes Magazine that talks about how in 2018, one of the biggest trends …
92% of Executives are Immune to this Sales Tactic | Sales Strategies
I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number …
The Hidden Influencer in Your Sales Process
There is an influencer in your sales process that often remains hidden. But, you need to know about it if you’re going to have success in 2018 and beyond. Want …
How to Get Better Referrals
Referrals don’t work. That’s what a client of mine recently told me.
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 …
The Critical Mistake when Selling Your Value | Sales Strategies
I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales …
Fire These Clients…Now!
I have to be really blunt here. You’re not going to make 2018 “your year” in sales if you’re still holding on to clients that are doing nothing more than …
Conversations vs. Combat
Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and …
