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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

Salespeople are often accused of and guilty of discounting their prices too early and too deeply. This can be a big mistake. But salespeople often discount a lot of things that are far more detrimental to their sales results Read More

I just got a Forrester Research Alert today in my email. It directed me to a new report entitled, “Technology Buyer Insight Study: Executives’ Preferred Forms of Sales Contact.” If you are so inclined, you can purchase it here for $499.

I’m not going to buy it, but I think it’s a really interesting question. One that would be really valuable to present to the Better Closer community Read More

I've become enamored with those Korean Air TV commercials. Here's why they work. Now, will a Korean company please hire me so I can try Korean Air Read More

We sell in crowded marketplaces. In order to gain your dream clients time and attention, you need to be able to differentiate yourself and your company from your competitors. Differentiation is found in your people, your ideas, your beliefs, and your execution Read More

I’ve seen hiring managers try to scare interview candidates out of the job… telling them about the high volume phone and activity requirements.

Without fail, it’s like the sales person takes it as a challenge. Whether it’s true or not, the sales person usually says something like.. Read More

Great presenters are great storytellers. But they don’t tell their companies story alone. They coauthor a new story with their dream clients; a story that includes not only their beliefs and visions, but one that includes their client’s story, their beliefs, and their vision Read More

When I browse through Linkedin I see tons of missed opportunity. Profile after profile looks like the tired old resume or curriculum vitae. This particularly saddens me when it’s a person that sells for a living.

My suggestion? Switch your thinking. Make your Linkedin profile a sales letter Read More

A trigger is a need to buy, an event that pushes you to buy the product right now. Not six months or a year down the road, but now Read More

Dissatisfaction is the key to creating and winning opportunities. Without it, it is impossible to create value for your dream client. Worse still, it leads to competing on price, an area that by itself almost never provides enough motivation and justification to change. Salespeople are better served by developing dissatisfactio Read More