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 […]
4 Ways to Manage Slippery Customers and Be Sticky
Nothing is more frustrating in this competitive, hyper-commoditized world in which we live as businesses than working with a customer and believing you have developed […]
How to Get People to Answer Your Call
I love Jean. She’s a salesperson extraordinaire employed by one of my great clients. Every call or email from her is a double shot of […]
To Bid or Not to Bid – The Classic Sales Dilemma
Responding to a RFP can be a time-consuming process with no guarantee of success. Sales guru Tom Searcy has some tips to help you decide […]
3 Tips on Selling in a Commoditized Environment
How do you make your business stand out in a market full of similar competitors? Sales guru Tom Searcy shares some tips on selling in […]
The Formula for Better Sales Success
Are you getting the most out of your sales efforts? Get out your calculators–here’s a formula to help you figure it out. I’m a fan […]
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 […]
Just Lost a Big Sale? Ask These 5 Questions to Find Out Why
Your company just lost out on a big deal. Now what? Don’t waste your time complaining. Here are five questions to ask to help you […]
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 […]
Weekly Tip: Momentum Trumps
I have heard that “culture trumps strategy every day.” I would tell you that momentum trumps all- including in landing large accounts. Athletes can feel […]
5 Sales Tips on Getting to High-Level Decision Makers
We all know that the key to a successful sales career is establishing relationships with high-level decision makers. Having said that, it is easier said […]
