The Prospect Stall
The Prospect Stall Situation Christine has been working through a tough month. Slow growth, few call backs and proposals out and waiting for answers. She gets a call from an old prospect that has always been a friendly voice and asks to see her. He explained that he is interested in making a change and always
Is Social Media Killing Our Sales Skills?
https://vimeo.com/746638687 Is Social Media Killing Our Sales Skills? Recently, I spoke to an organization that spent an ungodly amount of time, energy, and money on Social Media to create Lead Generation. So my question was, “Now what?” they said, “What do you mean?” Is social media killing our sales skills? “ Okay, so you got
Are You a Commodity?
Are You a Commodity? Do your prospects perceive you as a commodity, even if you don’t? Do they see you as the person they’ll consider working with if you can give them a discount? Guess what? You’re the discount guy (or girl). How do you know? They say things to you like: “Things are tough
Are you the 20%? Chances are, you’re not.
Do your prospects perceive you as a commodity even if you don’t? Do they see you as the “yes I’ll consider working with you if you can give me a discount?” Guess what, you’re the 20% guy (or girl….) How do you know? They say things to you like, “things are tough
Are You Tracking the Right Stuff?
I just finished speaking to a large CEO group this morning and I asked a very simple question. “What are you doing to track your sales people?” Several of them didn’t have an answer, but one of the men in the room spoke up. He owned a manufacturing company and said, “We track the amount
Are You Winning the Battle?
Wess Roberts in his book “Victory Secrets of Attila The Hun” credits the battle-savvy leader with having said, “Chieftains should never intentionally place [soldiers] in a situation where the price of losing outweighs the rewards of winning”. How often can you honestly say that your sales managers apply this rule to their salespeople? And what
Are your buyers needs being met?
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
Are Your Company’s Sales Dysfunctional?
Are your company sales dysfunctional? Do your other departments feel the sales department are a bunch of all-knowing back-slappers that lunch and play golf all day? If so, your company may be sales defective. So often when I work with organizations that hire me because they have “sales issues”, once I dig a little deeper
Creative Negotiation Tips – from FitSmallBusiness
Published recently in Fit Small Business, an article that I am proud to be a part of! Check it out!! Top Negotiation Tips DON’T MISS #9!!