Process & Method

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.

Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.

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.

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

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.

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.

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.

A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.

There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.

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.