2021 shows us there has been a dramatic shift in the selling process and value proposition calculation by prospects and customers. Here are our 3 1/2 lessons coming out of 2021.
Why Middle Market Companies Need to Ditch Consultative Selling
Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the consultative selling skills of listening, […]
Motion vs. Movement in the New Era of Selling
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
Mindset, Mechanics and Magic
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
The Oddsmaker – What’s Your Chance of Winning?
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
A Winner’s Mindset
If your thoughts are a direct reflection of the thoughts of the people with whom you surround yourself, you have to ask, “What people are […]
The Power of a Sales Bucket List
I just turned 50. I know it’s just a number, still…. The day itself passed without much fanfare and I truly did not feel much […]
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 […]
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: 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: 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, […]