I recently went on a pitch with a client’s hunt team. We were supposed to be pitching to the first in command, but he was […]
Team Selling with More Than Just Your Team
By Tim Searcy I have referenced before that the CIO for Nortel made a keen observation that “companies no longer buy from companies, they buy […]
Professional Stalking–Managing Prospect Follow-Up
I’m working with a team of sales people right now—good sales people—who have one teensy-weensy problem: follow up. The sales process for all of us […]
The Three P’s of Sales Crisis Management
By Tim Searcy Ahh meetings—those wonderful illusions of productivity, collaboration and focus. Meetings are the standard reaction to sales management crisis just as running an […]
From the Mail Bag: More “Brain Food” for Strategic Planning
Comments have been pouring in about your preferred “brain food.” Gini Deitrich, one of our favorite guest bloggers, has chimed in with her two […]
Credibility Starts with “No”
I once worked in telesales where the psychology of the “one-call close” is that you never say “No.” I worked hard on every call to […]
If Hunting Big Sales Were an Olympic Sport…
The inspiration for this post came from NPR’s “Only a Game”. While I was listening to the program that covers “sports for the rest of […]
Part II: The Many Reasons Deals Get “Stuck” (Sometimes it’s our fault!)
My last post dealt with the “Problem” problems that cause deals to get stuck. There were quite a few. As I promised in that post, […]
The Many Reasons that Deals Get “Stuck”
In our business, more than half of our deal coaching work focuses on “unsticking” deals, and believe me, it’s exactly how it sounds. Sometimes a […]
“Everyone Wants To Go To Heaven…”
By Tim Searcy “. . . but nobody wants to die.” Or, so the saying goes. This is so true for all management change. I’ve […]
From the Mail Bag: “Stupid Buyers”
What is a sales team’s likely response when their buyer involves a bunch of people in a sale who don’t know much about what they’re […]
New Podcast: One Deal. $22 Million. Really.
Selling Behind Enemy Lines Peter Farrow CEO/General Manager, Health Cooperative of Eau Claire Group Health Cooperative of Eau Claire just closed a $22 million piece […]
