Some classic communication tools are worth highlighting because they produce so much value. One of my favorites is so simple that you can use it […]
Weekly Tip: The Most Powerful Email Subject Lines
How much of your life is spent trying to get your emails answered in a timely fashion? Probably a lot. Most of the emails I […]
Don’t Write Proposals
A waste of time, that’s what a proposal is…IF you don’t have the following things in place first: An Executive Sponsor – Exec Sponsor Blog A […]
Weekly Tip: What Are They Waiting For?
The follow-up loop is hell. You know what I mean —the chase for an answer…even sometimes just contact. In a big sale when you lose […]
5 Very Powerful Words in Sales
I’m not a salesperson. In many early meetings with a prospect or a member of the Buyer’s Table, saying these words will change the entire […]
Weekly Tip: 5 Things You Need to Know About Your Decision-Maker
I grew up with Mackay’s 66 Questions, Mackay 66, as the definitive list of things to know about a customer. Check it out, it is a […]
Weekly Tip: Who’s Your Real Competition?
Your contact on the inside at the prospect has told you that ABSOLUTELY they are firing the current provider. Naturally, you focus on the other […]
Weekly Tip: It’s Great To Be Expensive
“We’re not the lowest price…” is often the answer sales people offer to prospects when discussing their pricing in comparison to the marketplace. Positioning the […]
Weekly Tip: Asking customers why they buy from you won’t help you sell new customers
The reason that a customer made his or her original purchase is very different from why they continued to buy. The customer experience that you […]
Weekly Tip: Who’s the decision-maker?
The changing of the buying dynamic in large corporations has made identifying the real decision-maker hard. Sure, you ask, “Who’s the decision maker?” The problem […]
Weekly Tip: Time Heals
Is it time to go back to some broken relationships? Lots of business relationships end. Customer-vendor, business partners, alliance and channel relationships…they often run their […]
Weekly Tip: The Elephant in the Room
I was in a great business meeting the other day with a potential business partner and at one point he said, “I think there is […]