The “So What” Card
During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,
Why You Need Create Opportunities and Not Just Find Them
Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.
Engaging The CEO (PART 2): 10 rules To Decode The CEO
How do you engage effectively at the CEO level? The very best leaders are focused on delivering results, making a difference, treasuring time, building people, and leaving a legacy. Here are ten rules to honor on your quest to engage successfully.
13 Bold Sales Tactics
Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard.
If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.
The Ten Laws of Strategic Selling
Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.
The Fear And Generational Shift Against Cold Calling
Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.
10 Costly Mistakes In Sales Engagement
No business should rest on its laurels, there is always room for improvement. Real leaders are not afraid to admit they don't know something and that they can always learn something new.
7 Reasons Why The RFP Process is Flawed
RFPs may not be a smart way for a company to choose a supplier or a business to win clients - both may not be not giving themselves the right opportunities for success.
Is Pre-empting An Objection, Genius Or Insanity?
Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.
“I don’t have budget” – what to do next
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.
Recent articles
- All
- Attraction & Retention
- Business development
- Buyer Behaviour
- Coaching & Training
- Communication
- Emotional Intelligence
- Enablement & Operations
- Featured
- Humour
- Innovation & Technology
- Leadership
- Methodology
- Motivation & Mindset
- Negotiation & Closing
- People & Culture
- Presenting & Objections
- Process & Method
- Prospecting & Leads
- Sales Management
- Sales Q&A
- Sales-Psychology
- Sponsored Content
- Strategy
- Technology & Automation
- Video & Podcasts
More
