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What do you do?

How do you respond to this question? Do you provide the standard name, position, company response? …or do you reel off a “complex-corporate-techno-speak explanation?” Some people freeze like a child caught with their hand in the bag of Oreos.

I think a lot of people get confused. On one end, I see people who... Read More

Nurturing your dream clients means providing something of value to them before they ever make a decision to buy from you. The ability for your ideas to make a difference for your dream clients is what sets you apart from your competition, and it is ultimately why they choose you. To nurture your dream clients, treat them like they are already your clients; treat them as if helping them to improve Read More

Negative sales behaviors result in reducing the likelihood of a sale. On larger, more complex deals, asking for the commitment to buy over and over again is a negative behavior, especially when closing for the commitment is premature. To succeed in sales, you must be able to obtain commitments for something that moves you closer to deal. It may not be A-B-C, always be closing. But it is surely A- Read More

Some people think goals are the most important step toward achieving success. Although goals are important, I don’t think they are the “most important” factor. Why? …because many people have goals, but they don’t do anything with them.

The most successful people set goals and then quickly turn their focus toward something more important... Read More

As much as anything else, a salesperson’s client list is a measure of their effectiveness as a salesperson. It is also a measure of their confidence in their ability. High performing salespeople have the highest levels of skills in all of the skill sets that sales requires, and they have the confidence to sell and to win big deals. Read More

I have some ideas that will help you tap into new resources, find new leads, build credibility, and speed up your sales cycle! Are you using the news to help you increase sales? Read More

The same dissatisfaction that allows you to win clients exists in some part of your client base. Your key accounts, regardless of your long relationship, are always at risk. But these four behaviors do more to put your clients at risk than any external threat or competitor. Read More

Making mistakes in sales is not always the best, but it is human and happens. When they do, you have a real opportunity to create the right impression with the buyer in the way you respond and handle things. Done right, it could all be in your favour at the end. Read More

Much of what we encounter in sales is out of our control. But we can exercise control over ourselves, our behaviors, and our actions to make what is out of our control more likely to result in a deal. Read More

Have you seen the latest research identifying how customers find you? HubSpot posted this new chart based on a survey conducted by RainToday. It tells me we need to focus on developing four key areas... Read More