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If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, they don’t need you. In fact, if it’s accessible via Google or from your website or from a competitor’s website, they don’t want you. They’ll correctly assume that all you’ll do is burn more of their time, and there’s not enough of that to go around as it is Read More

Value propositions are great, but still have to be used with care. You want to ensure that you are using them to build and communicate value, not as "pitches" Read More

Closing the sale is about taking “the next natural step” in the process. Of course, sales people want that next step to happen as quickly as possible. So… why do we do things that slow down our sales cycle? Here are a few examples Read More

Sales managers can't put themselves above the fray. They should be
involved in all aspects of their team's success, including training.
Read More

Don’t learn to sell price. Spend your time learning to create more value than your competitors, and focus on proving you can create greater outcomes—outcomes where both you and the client can capture more value and share what you have created Read More

You learn the best lessons from the simplest experiences. Here’s mine…

Last night I crashed about 11:00 p.m., never even cracking my MacBook to take my typical final pulse for the evening.

I was exhausted Read More

Success in sales, as a professional or at any level of management, requires a habit of continuous, lifelong learning. As a long-time advocate and (mostly) consistent practitioner of that philosophy, I try to stay alert for unexpected sources of new knowledge Read More

OK, sales rep or manager, you tell me what, if anything, is wrong with the scenario that follows. It includes buyers, sellers, partners and value for all involved Read More

As professional business people it is incumbent on us to understand what steps are involved in our customer buying process, what activities will take place in each step and who will be involved across the process.. Read More