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There is a never-ending supply of charlatans that insist that cold calling is dead. They recommend a collection of other methods that they claim are more effective than cold calling called “Anything But Cold Calling. Read More

Taking advantage of the hottest opportunities in your pipeline produces sales results. But greater results are produced when you are finally able to move the coldest, non-opportunities. Nurture your dream clients, especially when they are cold Read More

Principle 1: Continuous improvement of the sales process is a fundamental necessity.

Principle 2: Objective metrics are required to determine the amount and rate of improvement.

Principle 3: A well defined sales process is a pre-requisite for determining meaningful sales metrics Read More

Sometime sales people put too much emphasis on the wrong part of the challenge. Instead of trying to do everything right, why not just eliminate what you are doing wrong first Read More

Sometimes your competitor will beat you on price. It hurts. But if winning means you can’t create the value you need to capture some for you and your company, go ahead and lose Read More

Every now and again I get blown away by a great demonstration of sales and customer service. Had to share this one.

In August, it’s hot in Georgia. The thermometer has topped 90 nearly every day for what seems like forever, and as I write this, it’s 94 degrees out there. The A/C in my house never seems to shut off. This morning, I decided to do something about it. (OK, it was actually my wife who decided I was going to do something about it. Read More

Selling without cold calling can be alluring, relying entirely on inbound marketing can sound easy and modern, but neither is as effective as getting to a potential buyer before they are even thinking of being a buyer. Engaging with buyers in the Status Quo can yield large and loyal results Read More

Selling inside can be every bit as difficult as selling outside. You need to manage your internal team so that you can build a deal-winning strategy free from the constraints that might otherwise cost you your dream client Read More

We all waste time. Sometimes it’s un-avoidable, like cooling your heels in the customer’s lobby waiting to get escorted up to the decision-maker’s office. Sometimes it’s self-inflicted. Ever had “one more cup of coffee” in the break-room or check your stock portfolio during working hours? Sometimes whiling away a small chunk of the day can even be a good thing. If I blow a sales call, five or ten minutes of feeling sorry for myself somehow helps me get back on track Read More

Having a shorter sales cycle is good for a number of reasons, but many take the quest to far. The goal is to have the optimal duration to a cycle, and then concentrate efforts and energy on having ample of the right type of prospects in your pipeline Read More