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It isn’t enough to do what is necessary to win your big deal dream client. You must also do enough to ensure that you succeed for and with your client after you are chosen Read More

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to them. And of course they are right. Right Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More

Sometimes salespeople have a tendency to walk deals in. They try to move from stage to stage without obtaining the commitments that are necessary to win the deal Read More

When developing a plan for operating a sales territory or chasing down a specific opportunity, both the Solution Selling and Consultative Selling frameworks have proven their value. I am far from alone in being a huge fan of the underlying concepts and best practices. These approaches and combinations thereof have supported the transformation of legions of “wannabes” into legitimate sales professionals Read More

In pursuing our dream clients, we sometimes hear “no” when we ask for the commitments that we need to advance the sale. Sometimes we receive a “no” by default, because we don’t ask. Take the advice here: Ask! Sometimes the answer is “yes! Read More

Ever make a sales call that went really, really well? That covered more topics than you had planned? All of which advanced your quest to deliver still more value to your client? (And increase your revenue?) But left a major new opportunity virtually un-discussed Read More

How you handle disruptive change is informed by who you are and what meaning you attach to change. If you believe that change can means only negative consequences, it will be true for you. If you believe that change means opportunity—even when it is extremely difficult to identify the opportunity, it will bring opportunity for you Read More

The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries and by countless sales organizations, the basics remain true to this day. Perhaps they are even more relevant today and are an underlying foundation for Lead Dog Selling Read More

Two metrics that you need to capture to understand how to reach your sales goals are your average deal size and your churn rate. These two undervalued metrics do much to determine how you go about reaching your goals, and they cannot be overlooke Read More