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Too often we trade building the right solution for our dream clients for building a solution for one group within our clients. By not diagnosing the entire organization to discover the ground truth, we often miss the mark with our solutions, risking losing the deal, setting unrealistic expectations, ignoring the constraints that prevent better outcomes, and creating resistance from the very groups we build our solutions to help Read More

They say, “A picture is worth a thousand words,” so a demo must be worth at least 2,500 words or more! Right?

Buyer challenges are becoming more complex. Demonstrating the solution is an effective way to “show” how you can address those challenges. But in today’s sales environment, putting a demo in the hands of the wrong sales people is like an updated version of the old feature/benefit – put me to sleep – death where is thy sting – type of sale Read More

Both your personal development and your professional development are your responsibility. Studying both your success and your failures can help you to identify the principles that enable success, as well as the actions and behaviors that will produce better outcomes. Writing your own personal case studies is powerful and effective way to improve quickly and to produce better results faster Read More

“Nope, it ain’t all ’bout how charmin’ y’all are!”

You smile great! You shake hands great! You dress great! You groom great! You talk great! You listen great! You’re responsible, reliable, responsive and there’s nobody wouldn’t jump to buy what you have to sell. You are irresistible!

But that — the selling part of selling — only gets you halfway there Read More

I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships Read More

Selling should not be painful, either for the buyer or the seller, yet many in sales still like to find "the pain" when working with prospect. This is a dangerous approach especially in rising economies when people will spend on opportunities that are not rooted in pain Read More

When you hear or think about lead buying your mind often drifts to marketing. But really the advantage of buying leads is that the marketing is already done for you. Sure there are some differences based on lead generation methods, but really the secret to successfully buying and converting leads come down to your sales process.

Lead management is the secret to making that sales process disciplined and consistent Read More

Your personal development can and will do more to improve your success in sales than any other single factor. Personal development focuses on the one factor that is common to every sale in which you will ever be involved: you. Developing the foundational attributes of success in any endeavor and the foundational attributes of sales are the key to developing both your confidence and your competence in sales Read More

Dots are great. They're little. And round. And dot-like.

I'm talking about the small, roundish mark that we're all familiar with, not the candy or the nickname for the name Dorothy (although those deserve respect, too). Look, here's one now: .

Cute, isn't it? Read More

You crank out more phone calls than you can count. You do everything possible just to get an appointment. What do you do when someone finally shows you some buying signs?

Too many sales people take the approach of, “I’m still waiting to hear back… they promised to call me when they are ready to move forward.”

Are you kidding me?!!!

I’m going to share two examples from my own personal sales experiences. These are things that I’m constantly working to improve upon. I hope these points help you win more deals Read More