It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
Blog
Resources To Help You
Holiday Gifts to Customers and Prospects
John Ruhlin from the Ruhlin Group is my gift-giving-guru, and here are a couple of his tips for what to give for the holidays: 5 […]
Keep Your Team from Deadly Meeting Mistakes
When you take people to meetings, magic or mayhem can happen. I’ve seen both and the magic is worth the risk if you can control […]
Are You In a Power Position with Clients?
There is a simple test to understand your relevant power position as a trusted adviser with your clients. Ask yourself these questions: Do they call […]
Weekly Tip: Selling – A License to Hunt
Many of the companies with whom we consult are in a two-step sales process. They first have to sell a governing body such as a […]
Weekly Tip: Getting More Out of Subject Matter Experts in the Presentation
Do I take John from I.T., or not? A variation on this question will be asked thousands of times today by sales leaders as […]
Weekly Tip: Lose early; you’ll be glad you did.
We say NO to a lot of business and our goal is to say no early. I like clean pipelines – but don’t get me […]
Weekly Tip: Swagger is a mix of positive expectation and objective indifference
I really like swagger when I see it. Moms parenting their kids, plumbers explaining a problem, surgeons presenting options, and of course, sales people in […]
Weekly Tip: Increasing Your Company’s “Sellability”
The economy is picking up. I can tell because clients are starting to get bought or are buying other companies and these are typically for […]
Weekly Tip: My Best Customer Just Re-Organized, Now What?
It happens all the time…your best customer goes through a significant change in its structure and you lose supporters. The mechanism can be acquisition, merger, […]
Weekly Tip: The Power of Back Channels
Political negotiators have known the power of back channels forever. These are people with whom unofficial communication can be routed between two negotiating parties […]
Weekly Tip: The Pendulum Has Swung Away from Price
I spent some time recently looking at the data from my friends at SalesForensics’s most recent report on the buying thought processes and selling practices […]