Process & Method

The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.

Your first conversation is a make-or-break situation. If you do well, you’re given an opportunity to advance the buying process. Here are 5 critical steps to master sales meetings.

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

ABM is a long term, coordinated approach to marketing and sales, not a tactic, campaign or a sales method. The statistics on ABM success can’t be ignored but it may not be for every organisation.