BizSugar.com › User › keenan › Voted

We waste too much time trying to fast forward to solutions. The real action in the sales process--and the buying process, for that matter--is in the diagnosis. Read More

Dreamland Interactive, a business partner of The YPS Group, took a major step in its ability to deliver e-Rep content development services. Their new radio studio in Atlanta, GA was specifically designed to support business talk radio and help clients solve the prospecting problem. Read More

Even though you want to focus on obtaining the future commitment you need, that outcome comes through your focus on the sales interaction you are now engaged in. Read More

Some salespeople resist buying the company line. They resist buying the hype. They question motives. Their cynicism is a recipe for mediocrity. And it's contagious.
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The way to build referrals and referenceable clients is to win dream clients and then to perform for them. You must do work worth sharing with others. Read More

While it is important for a sales person to advocate for the client, they have to sell to the client. Too many sales people spend time and energy selling the deal to their managers instead of the buyer. Read More

If you have trouble coming up with a couple of posts a week, I believe that one of two things is true (or perhaps both are true). Read More

Every now and then I come across something that instantly makes me stop whining about my challenges and troubles. Makes me feel like a jerk for complaining about things. Read More

The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? Read More

Selling well means obtaining commitments. They include the post-sale commitments that would allow your solution to succeed in producing the results that you sold. Read More